Alexander Group’s 2017 CSE Annual Forum

Speakers

Our most exciting roster ever

Representing some of the biggest names across the FORTUNE 1000, we’re proud to present our most ambitious lineup for the Chief Sales Executive Annual Forum. Join us for this incredible opportunity to hear from the world’s biggest and most innovative sales organizations about what they are doing to identify, nurture and retain customers in the face of unprecedented change.

  • Full Roster
  • Keynotes
  • Focus Sessions
  • Roundtable Facilitators
  • Panelists

Parthiv Amin
Chief Sales and Marketing Officer
Sloan Valve
Sessions » Biography »

Parthiv Amin’s Sessions

Chief Sales and Marketing Officer, Sloan Valve

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

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Parthiv Amin’s Bio

Chief Sales and Marketing Officer, Sloan Valve

As Sloan Valve’s Chief Sales & Marketing Officer, Parthiv currently oversees global sales, marketing strategy and expansion for the firm–including new market development in India, Middle East and Latin/Central America. His responsibilities also include leading regional/strategic account sales teams and marketing staff with Sloan’s social media and web tools development for the building products industry.

Prior to joining Sloan, Parthiv served as Enerpac’s Vice President, Global Marketing and Engineering. He built and implemented the firm’s go-to-market strategic plan around four verticals to drive 3x GDP growth–while embedding the “voice of the customer.” Amin also developed Enerpac’s global structure and leadership team.

Formerly, in his role as President of the Americas for Siemens Corp’s Winergy Drive Systems, Parthiv led a global sales organization turnaround–increasing market share to 60%, revenue CAGR by 35%, and annual sales by more than 200%. The firm was awarded GE’s “Lean Excellence” award.

As VP of Marketing and Global Service for Emerson Electric (A division of Industrial Automation Group), Amin led worldwide marketing, product management, new product development, and service strategy to double digit revenue and EBITDA margin boosts in a short period. He drove the development of offshore teams in India, completed an important acquisition in Spain, and led the firm’s market entry into China.

Amin is frequently sought after to speak in at various industry conferences and has authored numerous articles cited in the media.

Amin received his Post MBA in Accounting and MBA in Finance from Loyola College–and his BSME from the University of Illinois at Chicago.


Greg Archibald
EVP, Americas
Criteo
Sessions » Biography »

Greg Archibald’s Sessions

EVP, Americas, Criteo

Hallmarks of Today’s High Performance Sales Organizations

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

See the Full Agenda

Greg Archibald’s Bio

EVP, Americas, Criteo

With over 20 years of experience in omni-channel, digital and mobile platform development, Greg Archibald serves as Executive Vice President, Americas at Criteo. Archibald oversees the Americas sales team responsible for all revenue operations inclusive of strategic planning, budgeting and national sales execution.

Archibald joined Criteo after serving as Chief Revenue Officer for NinthDecimal, where he was instrumental in transforming the Wi-Fi ad network into a true mobile location data player. Before joining NinthDecimal, Archibald held senior level strategic revenue positions at Datalogix, Yahoo and Intuit. Prior to his career in business, he served for nine years as a pilot in the U.S. Navy. He also volunteers with the Navy SEAL Foundation, an organization that provides assistance to active duty personnel, their spouses and children, as well as to families who have lost a loved one in training or combat.

Criteo (NASDAQ: CRTO), the leader in commerce marketing, is building the highest performing and open commerce marketing ecosystem to drive profits and sales for retailers and brands. 2,700 Criteo team members partner with 16,000 customers and thousands of publishers across the globe to deliver performance at scale by connecting shoppers to the things they need and love. Designed for commerce, Criteo Commerce Marketing Ecosystem sees over $550 billion in annual commerce sales data. For more information, please visit www.criteo.com.


Lee Brown
Chief Revenue Officer
BuzzFeed
Sessions » Biography »

Lee Brown’s Sessions

Chief Revenue Officer, BuzzFeed

FOCUS SESSION 4: THE EXPLOSIVE IMPACT OF DIGITAL SALES

Digital sales is transforming all industries, and BuzzFeed is one of the hottest internet companies focused on digital media and technology. Hear two key executive perspectives on how to get the most out of digital sales assets.

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Lee Brown’s Bio

Chief Revenue Officer, BuzzFeed

Lee Brown is chief revenue officer of BuzzFeed where he leads all U.S. advertising revenue, client services and advertising operations.

Lee came to BuzzFeed from Tumblr and Groupon where he built their national sales organizations from scratch and secured a number of key accounts.

Before that, Brown spent 10 years at Yahoo, beginning as a senior account executive and advancing to vice president of East Coast sales. His regional sales team generated close to half of Yahoo’s North America media revenue from customers in every industry vertical and across search, video, mobile and social advertising.

Mr. Brown currently serves on the board of the Ad Council and is an occasional guest lecturer at the McDonough School of Business at Georgetown University.


Judy Buchholz
General Manager, Strategy & Solutions, IBM Global Markets
IBM Global Markets
Sessions » Biography »

Judy Buchholz’s Sessions

General Manager, Strategy & Solutions

EXECUTIVE ROUNDTABLE 3: BUILDING NEXT-GENERATION TALENT EQUIPPED FOR THE MODERN CUSTOMER

Examine how companies build robust capability to deliver value through sales amidst tectonic change in technology, competition and customer expectations.

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Judy Buchholz’s Bio

General Manager, Strategy & Solutions

Judy Buchholz is General Manager, Strategy & Solutions, for IBM’s Global Markets since January 2017. She brings her passion for business transformation, strategic planning and building client success. She leads a global team of over 1,000 industry and presales architects in IBM’s transformation towards becoming a Cognitive Solutions and Cloud Platform Company.

In over 25 years with IBM, Judy has held numerous leadership roles. Most recently, she was General Manager of IBM Digital Sales where she led 4,000 sellers in 99 countries, and  was responsible for 44 Digital Sales Centers throughout the world. The Digital Sales force excelled in social selling skills and technologies used for broadening reach to new clients and new buyers. Additionally, Judy was previously Vice President for the Prudential account, responsible for the overall global client relationship with Prudential Financial on behalf of IBM. In this role, Judy partnered with Prudential on their Business Analytics and Digital Transformational projects, aiming to change their client experience and provided an Intelligent Solver to drive targeted business outcomes.

When Judy was Vice President of Inside Sales in North America, she was responsible for over $6B. Organizational responsibilities spanned Marketing, Lead Development, Hardware, Software and Services Sales for specific client or offering segments while managing an organization of 1,300 employees in three major sales centers.

In other roles, Judy has also been responsible for the development and go to market of key IBM growth solution areas: Cloud, Business Analytics, Deep Computing and the integration of these solutions with Software and Services as Global Vice President Server and Technology.

She has also led the client relationship teams that were responsible for driving $1B of server/ storage, software and services revenue business. She grew that business over 200% in her 5 years in that role while maintaining high customer satisfaction. She repositioned the team in driving industry solutions and strategic partnerships.

Judy sits on the Executive Advisory Board for the American Association of Inside Sellers, Women of Power & Passion, and Women’s Bond Club. She holds a Bachelor of Arts in Computer Science and a MBA in Finance.


Karla Burda
U.S. Customer Contact, Service & Solutions Leader
Merck
Sessions » Biography »

Karla Burda’s Sessions

U.S. Customer Contact, Service & Solutions Leader, Merck

EXECUTIVE ROUNDTABLE 1: DELIVERING CUSTOMER SUCCESS

Explore the emergence of the service function as a full-fledged partner with marketing and sales.

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Karla Burda’s Bio

U.S. Customer Contact, Service & Solutions Leader, Merck

Karla Burda re-joined Merck in 2017 within the U.S. Customer Contact Center Services and Solutions organization which is designed to drive, manage and implement remote two-way sales and service customer engagements. She spent the three years prior to that at Dun & Bradstreet leading the North America Customer Success organization.

Burda’s background spans over 25 years in the pharmaceutical industry, having begun her career at Merck. She has experience throughout the customer relationship cycle; having held roles in Research, Marketing, Sales and Service. She has had the opportunity to build and lead Sales and Post-Sales teams in over 20 countries throughout her career.

Karla holds an MBA from DeSales University in addition to her undergraduate study in Biology and Nuclear Medicine.


Mabel Casey
Vice President, Global Marketing & Sales Support
Haworth
Sessions » Biography »

Mabel Casey’s Sessions

Vice President, Global Marketing & Sales Support, Haworth

Reaching New Buyers

New buyers are emerging across industries. How do sales organizations identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver on the Go-To-Customer Mandate.

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Mabel Casey’s Bio

Vice President, Global Marketing & Sales Support, Haworth

Mabel Casey, who has more than 20 years of executive-level experience in contract furniture sales and marketing, is Haworth, Inc.’s Vice President of Global Marketing and Sales Support. In this role, she is focused on driving Haworth toward being a more market and customer-focused organization, through the brand experience and message clarity. Mabel and team have dramatically changed the image at Haworth in the marketplace.

Since joining the company in 2006, Mabel has led many areas of the organization, including advanced development, industrial design, product line management and all areas of marketing and facilities.

Before joining Haworth, Mabel was employed at Herman Miller, where she spent more than a decade in a number of managerial and executive functions, including Vice President of Experiential Marketing, with responsibility for designing and delivering an exemplary customer experience across markets and locations. She has also held many positions in the medical device industries.

Mabel is the co-author of Change Your Space, Change Your Culture, a book that makes the connection between engaging workspaces and organizational transformation and growth.

Mabel is a graduate of Central Michigan University, London School of Business and holds an Executive Scholars Certificate in Marketing and Sales from Northwestern’s, Kellogg School of Business.

Currently, she serves on the boards of the NewNorth Center for Innovation and Holland Community Hospital.


Juli Clark
SVP, Global Renewals & Customer Retention
Veritas
Sessions » Biography »

Juli Clark’s Sessions

SVP, Global Renewals & Customer Retention, Veritas

The Front Line Sales Manager as Field General: Turning Strategy Into Action

Alexander Group and Columbia Business School will offer insights from research on the changing role of the front line sales manager, increasingly critical in a customer-centric world. Learn about the tools and actions that will help FLSMs lead the transformation from selling things to delivering value.

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Juli Clark’s Bio

SVP, Global Renewals & Customer Retention, Veritas

Juli Clark is Senior Vice President of Global Renewals and Customer Retention within Veritas’ Worldwide Field Organization. She leads the company’s operations initiatives in this region, enabling solutions and driving a Strategy and execution plan to Protect Grow and Defend the Annuity stream which will represent over $1B in bookings for FY17 with 8% year over year growth. Juli leads a team of 300 employees with a goal to provide high-quality, consistent service to make it easier for customers, partners and sales teams to do business with Veritas.

Previously at Cisco, Juli was the Vice President of Sales Operations for North and South America and the Global Enterprise Theatre. She led the company’s operations initiatives in this region, enabling service support and opportunities to optimize deal readiness and sales productivity. She led a global team of 500 employees. Juli and her team focused on creating a “One Cisco” experience for customers and partners, making sales operations a competitive differentiator for Cisco. For the Worldwide Field Process and Technical Operations (WWOps) organization, she ensured operational excellence by implementing business policies, processes, metrics and communications. She also served as Senior Director of Business Operations for Cisco Engineering and Development Organization (CDO) – Global Operations team, leading the CDO communication and collaboration platform group and its cross-functional Business Effectiveness initiative, which delivered $22M in savings for CDO during that year. Juli has also launched and participated in global councils within Cisco to drive key initiatives and provide strategic support for top corporate priorities.

Prior to joining Cisco in 2006, Juli served as Vice President of Sales Operations at LexisNexis, where she implemented processes, metrics and tools for the global sales organization. She has also advised high-profile consulting enterprises such as the Alexander Group and the Corporate Executive Board on creation and deployment of strategic, company-wide operational programs.


Ney Corsino
SVP - Americas
Barco
Sessions » Biography »

Ney Corsino’s Sessions

SVP - Americas, Barco

Designing the Right Global Go-To-Customer Model

As companies grow and expand internationally, revenue leaders must make difficult choices to balance how much to adapt the go-to-customer model to local market dynamics while driving a globally consistent approach. Learn about trends and best practices to design and execute an effective global go-to-customer model.

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Ney Corsino’s Bio

SVP - Americas, Barco

Ney Corsino is the Regional President of The Americas. Prior to this, he managed the International Sales and Sales Operations of Barco NV.

Before joining Barco BV, he held several management positions at Philips, through various industry segments, in foreign assignments around the globe.

Mr. Corsino holds a University degree in Electronic Engineering with post-graduate studies in Economics. He further extended his executive education at Insead and Kellogg School of Management.


Jeff Cristee
Vice President, Worldwide Sales Training
Cisco
Sessions » Biography »

Jeff Cristee’s Sessions

Vice President, Worldwide Sales Training, Cisco

EXECUTIVE ROUNDTABLE 3: BUILDING NEXT-GENERATION TALENT EQUIPPED FOR THE MODERN CUSTOMER

Examine how companies build robust capability to deliver value through sales amidst tectonic change in technology, competition and customer expectations.

See the Full Agenda

Jeff Cristee’s Bio

Vice President, Worldwide Sales Training, Cisco

As Vice President of Cisco’s Sales Training and Development, Jeff leads the organization that is exclusively dedicated to helping Cisco and partner sellers stay on top of the skills and knowledge they need to address customers’ increasingly complex business challenges.

In his role, Jeff directs teams to deliver essential training to onboard sellers new to Cisco, ongoing training to prepare sellers with the knowledge they need to successfully take the Cisco portfolio to market, and next-generation selling skills training.

Prior to this role, Jeff was an Area Sales Vice President for the US Commercial Central Organization. This is a thirteen state geography in the Midwestern United States with a Cisco revenue target of over $1.5 Billion.

Jeff joined Cisco as part of their acquisition of Stratacom in 1996, and has been leading teams across the US in Public, Fortune 500 and Commercial Business sectors. While at Stratacom, he was responsible for recruiting and sales force development, initially in the Asia Pacific region.

Very active in economic development at the state and regional levels, Jeff is the founder and chairman of the Tailwind Group, a program which identified and assisted high potential start-up companies and facilitated their rapid growth. He is also past Chairman of the Technical Advisory Boards of Marian College and The Orchard School. Jeff graduated from Indiana University with a BS in Finance in 1985.


Bobbi Dangerfield
Senior Vice President, Global Business Operations
Dell
Sessions » Biography »

Bobbi Dangerfield’s Sessions

Senior Vice President, Global Business Operations, Dell

EXECUTIVE ROUNDTABLE 2: BUILDING A FUTURE CUSTOMER-FOCUSED BUSINESS OPS ORGANIZATION

Learn about Dell’s journey to a customer-focused business operations organization of the future and how predictive analytics and insights make it easier for Dell to do business.

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Bobbi Dangerfield’s Bio

Senior Vice President, Global Business Operations, Dell

Bobbi Dangerfield leads Global Business Operations. Her role is about making Dell the easiest company to do business with in the world for customers, partners and team members. Bobbi oversees a cross-functional organization focused on end-to-end sales enablement, order management, customer order support & business intelligence.

Bobbi also led the IT Integration office as part of the Dell and EMC Integration team, responsible for ensuring the IT backbone of the two organizations came together seamlessly as the companies’ combined to become the biggest end-to-end technology solutions provider.

Bobbi serves as North America co-chair of the Dell Women in Action employee resource group, which focuses on enabling women to grow and thrive through networking, leadership and expertise. She previously initiated chapters in Malaysia and El Salvador. Additionally, Bobbi is a member of the Dell Global Diversity Council, helping drive diversity initiatives throughout the company in partnership with Council Chair Michael Dell.

Bobbi joined Dell in August 1999 and has held executive positons in IT, Consumer Customer Care Call Center Operations, Customer Experience and Centricity. She was the GM, Dell El Salvador and Managing Director, Dell Global Business Center in Cyberjaya, Malaysia.

She has more than 30 years of experience in Information Technology, Customer Service and Customer Relationship Management (CRM). Prior to joining Dell, Bobbi held positions at Burlington Northern Santa Fe Railway and IBM. She received her BBA in Business Computer Information Systems from Dallas Baptist University and her MBA from Southern Methodist University.

Bobbi also serves as North America co-chair of the Dell’s Women’s employee resource group and also co-chairs Dell’s North America Giving Council. She serves on the board of directors for Dress for Success Austin, the Texas Conference for Women, and the Susan G. Komen Austin Affiliate.


Jon Dartt
Vice President of Sales
Delta Faucet
Sessions » Biography »

Jon Dartt’s Sessions

Vice President of Sales, Delta Faucet

Harnessing the Digital Sales Phenomenon

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

See the Full Agenda

Jon Dartt’s Bio

Vice President of Sales, Delta Faucet

With 29 years of experience in the kitchen and bath industry, including more than 20 years at Delta Faucet Company, Jon Dartt brings extensive knowledge to his role as vice president of sales. His responsibilities include growing domestic and international topline sales for the company. In his role as leader of the sales team, Jon cultivates relationships and fosters development with trade and retail sales agencies, develops strategy for key segments, oversees national accounts, and manages and develops Delta Faucet Company’s sales team.

Previously the vice president of trade sales, as well as a sales manager for the Company, Jon’s broad knowledge of the plumbing industry and years of relationship building in sales have led him to serve on several industry advisory committees, assisting wholesalers, plumbers, builders, and kitchen and bath dealers to help drive their strategies forward. Currently, he serves on the board of directors for HomeAid, a non-profit provider of housing for the homeless.

Jon has his bachelor’s degree in business administration from the University of Wisconsin-Green Bay, and is a graduate of the Masco Executive Leadership Development Program.


Grant Davis
Vice President of Sales
Andersen
Sessions » Biography »

Grant Davis’s Sessions

Vice President of Sales, Andersen Corporation

THE FRONT LINE SALES MANAGER AS FIELD GENERAL: TURNING STRATEGY INTO ACTION

Alexander Group and Columbia Business School will offer insights from research on the changing role of the front line sales manager, increasingly critical in a customer-centric world. Learn about the tools and actions that will help FLSMs lead the transformation from selling things to delivering value.

See the Full Agenda

Grant Davis’s Bio

Vice President of Sales, Andersen Corporation

Grant Davis moved into his current role as vice president of sales at Andersen Corporation in 2017. For 10 years prior, he served as general manager and then as vice president for CORO (Andersen Renewal’s company owned retail operations). While in this role, Davis led impressive business growth of more than 300%.

Grant began his tenure at the firm in sales and marketing management roles—during which business doubled in size.

Prior to Andersen, Davis spent three years as a marketing/sales consultant in the building products industry at M Force, Inc. – a Business Performance and Technical Services corporation that helps companies analyze, understand, organize and transform information into competitive business advantage.

Grant began his career with Kohler in a sales and channel marketing positions for the trade and retail industries.

Davis received an MBA from the Kellogg School of Management at Northwestern University and an MS in Business from Stetson University.


Bart Fanelli
Vice President, Global Field Success
Splunk
Sessions » Biography »

Bart Fanelli’s Sessions

Vice President, Global Field Success, Splunk

To be announced

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Bart Fanelli’s Bio

Vice President, Global Field Success, Splunk

Bart joined Splunk in December of 2010 at $60 million in revenue as the Director of Global Field Enablement. In his role he built a global team focused on field and partner sales and technical enablement. He quickly moved into the role of Senior Director of Global Field Operations and has been the VP of Global Field Success for the past two years, helping Splunk achieve $950 million in revenue at the end of its most recent fiscal year. In this role, Bart has built multiple teams including global sales best practices, global field sales messaging, global enablement, global value consulting, global market sales specialization, and global program management. Additionally, Bart is a Technology Services Industry Association (TSIA) Expand Selling Advisory Board Member.

Bart’s technology career has been focused on providing exceptional and predictable sales performance through strong processes and best practices, both domestically and internationally, while coaching and developing others. Bart is known for building high-performance, global teams that have been recognized for their success with the following awards: Bronze Medal for Best in Sales Onboarding from the Brandon Hall Group, Qvidian Sales Playbooks Revolutionary Award, The ATD Global Excellence In Practice award, Splunk Field OnBoarding, TSIA STAR Award for Expand Selling, and BMC Board of Directors Operational Efficiency Award “Honorable Mention” Global Field OnBoarding. Among his significant previous positions, Bart served as Director of Global Leadership Enablement, Regional Sales Manager, Best Practices Manager, and Senior Account Manager for BMC Software, a global leader in software solutions.


Joe Gallo
Enterprise Sales & Marketing
W.L. Gore & Associates
Sessions » Biography »

Joe Gallo’s Sessions

Enteprise Sales & Marketing, W.L. Gore & Associates

Hallmarks of Today’s High Performance Sales Organizations

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

See the Full Agenda

Joe Gallo’s Bio

Enteprise Sales & Marketing, W.L. Gore & Associates

Joe Gallo is currently a member of the Enteprise Sales & Marketing Team at W.L. Gore & Associates, Inc. This team is responsible for evolving strategy, capabilities, and initiatives to deliver profitable revenue growth and enhance the customer experience. In this commitment, Joe has focused his efforts on sales effectiveness and sales functional excellence initiatives and projects.

Since joining Gore in 1984 as a Field Sales Associate, Joe has had the opportunity to work in various Sales and Sales Leadership commitments, mostly in Gore’s Electronic Products Division (EPD). In addition, Joe also served on EPD’s Divisional Leadership Team.

During his tenure at Gore, Joe has been extremely passionate in interfacing with and influencing strategic customers, leading and coaching Associates, and leading teams through change / transition.

Joe has an Economics degree from Swarthmore College and a MS in Management from the University of Massachusetts – Amherst.


Sean Giancola
Chief Revenue Officer
New York Post
Sessions » Biography »

Sean Giancola’s Sessions

Chief Revenue Officer, New York Post

The Emerging Revenue Leader

Discover how sales leaders productively interact with their colleagues in the C-suite to build a sustainable revenue growth engine.

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Sean Giancola’s Bio

Chief Revenue Officer, New York Post

As Chief Revenue Officer, Sean leads the NY POST’s commercial business units, all operations (print, digital, revenue management, national sales, corporate development, marketing and pricing) cross/internal–divisional platforms, and partnerships. He oversees the company (and its affiliated divisions) revenue producing units, digital operations, finance, business development, as well as leading the company’s National advertising sales, marketing, strategy and new market expansion.

Giancola is a publishing and digital leader with 20+ years of integrated media and sales management experience across multiple categories and territories. He built successful sales teams, marketing organizations and business units focusing on delivering Fortune 1000 solution-based, cross-platform advertising programs for top clients.

Prior to joining the NY Post, Sean led multiple teams responsible for AOL’s sales efforts in key markets including NY, Boston, Washington DC, Chicago, Dallas, and Atlanta. These teams spanned across AOL’s portfolio of Content marketing, Native solutions, Mobile, Social, Technology/Programmatic and Video products. During his tenure, Giancola built sub-category specific strategies teaming with cross-functional groups in sales, product, business development, marketing and research. His teams successfully leveraged all AOL assets including owned and operated sites, programmatic technologies and platforms, mobile, video, production, and native formats.

Giancola received his BS in Marketing from the Whitman School of Management at Syracuse University.


Christine Grogan
Vice President of Marketing, Americas
Acelity
Sessions » Biography »

Christine Grogan’s Sessions

Vice President of Marketing, Americas – Acelity

Sales and Service Fusion

Discover how sales works with service to fuse high impact messages with post-implementation customer care to create customer success and loyalty.

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Christine Grogan’s Bio

Vice President of Marketing, Americas – Acelity

Christine Grogan has over 25 years of healthcare experience with positions in professional and consumer marketing, sales, sales training and sales management. This experience spans across top corporations including Allergan, Pfizer, Parke Davis, Eli Lilly and Acelity (KCI) – where she is currently Vice President of Marketing for Americas.

Christine also consulted 5 years around marketing brands related to Pharma, Specialty Pharma (special interest in PAH), Plastic Surgery (Breast Reconstruction and Liposuction) and various Medical Device areas. 4 Elements Strategy and GroMarketShare, her two companies, contributed portions of their profits back to the charities that they supported.

Grogan has held leadership roles in professional and consumer (DTC/DTP) marketing for over 20 products including V.A.C. Prevena. Promogran Prisma, Botox, Breast Implants, as well as Urology and Neurology products including Sanctura, Neurontin, Rebif, and Celexa. She played a critical role in the successful launches of Natrelle for Breast Implants, Neurontin for Postherpetic Neuralgia and in the co-marketing launch of Rebif for Multiple Sclerosis with Serono. (Some others include: Inspra, Prozac, Accupril, Lipitor, Sanctura.)

Christine is Co-Founder BRAVEcoaltion.org, Board member African Child Foundation, Former Board Member Pink Ribbon Story Foundation, Former Co-President of Beta Foster Care Orange County, Former Board Member of RJW Foundation and Past Board Member of Flying Doctors/AMREF. She holds a B.S. in Neuroscience from the University of Florida, Master in Business Administration and Masters in Hospital Administration from Nova University, and completed her Executive Healthcare Leadership Masters at Brown University in May 2016.


Cate Gutowski
Vice President, Commercial Digital Thread
GE Digital
Sessions » Biography »

Cate Gutowski’s Sessions

Vice President, Commercial Digital Thread, GE Digital

BUILDING THE REVENUE GROWTH ENGINE

GE is transforming from an industrial to a digital industrial company. With a global digital sales transformation, GE has introduced a new revenue growth engine. Discover how GE transformed the sales organization with new digital technologies to improve win rates, enhance collaboration across division and functional boundaries and provide deeper insights to sellers to deliver better outcomes for customers.

Preview Keynote

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Cate Gutowski’s Bio

Vice President, Commercial Digital Thread, GE Digital

Cate is based in Boston at GE’s headquarters and leads the digital transformation of GE’s 25,000-member global sales force, which operate in a variety of business units, including Power & Water, Aviation, Oil & Gas, Healthcare, Lighting, Energy Connections and GE Digital.

Gutowski currently leads the Commercial Digital Thread for the company, which is GE’s focus on creating a connected, digital ecosystem that will enable sales professionals in every business unit to drive new growth and serve their customers with speed. To bring this vision to life, Cate leads a team of global product managers, who are dedicated to partnering closely with the GE businesses to deliver Horizontal Digital Tools that will drive productivity. To drive Commercial Intensity for the company, Gutowski and her organization also lead the Commercial Council for CEO Jeff Immelt, Chairmen’s Field Days, the Commercial XLP program, and the GE Commercial Academy, where sales professionals learn all aspects of commercial leadership.

Cate recently moved to Boston from Budapest, Hungary where she led the product management and marketing organizations in Europe and the Middle East that is focused on developing new products, services and business models to enable GE Current to grow their LED sales, and to enable the transformation of LED fixtures into intelligent infrastructure devices that can connect with GE’s Predix software to deliver new data and analytics to GE customers. While in Europe, Cate also worked as the GM of Commercial Operations-EMEA, where she was responsible for leading the transformation of GE Lighting from a made-to-stock business, to a made-to-order, LED Projects business. Gutowski led the Pricing, Customer Service, Commercial Operations, Major Projects Center of Excellence, and Project Solutions organizations that were responsible for delivering critical project operations support.

Cate began her GE career by joining GE’s Technical Leadership Program after graduating from the University of Illinois at Urbana-Champaign. She earned her Executive MBA from the University of South Florida in Tampa. Before her transition to Europe, Cate grew her commercial expertise over the last 19 years in a variety of sales and sales leadership assignments in GE’s Energy Connections and Lighting businesses.

Ms. Gutowski is active in the GE Women’s Network, leading the Global Leadership through Storytelling initiative, If You Can See It, You Can Be It, which has trained over 300+ GE Commercial Women and Customers in Europe, the Middle East and North America. Cate is a certified Dale Carnegie Instructor and taught The Dale Carnegie Course on Leadership.


John Jordan
Dir., Digital Revenue Development
McClatchy
Sessions » Biography »

John Jordan’s Sessions

Dir., Digital Revenue Development, McClatchy

Harnessing the Digital Sales Phenomenon

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

See the Full Agenda

John Jordan’s Bio

Dir., Digital Revenue Development, McClatchy

Bio forthcoming


Kelly Kay
Global Managing Partner, Software Practice
Heidrick & Struggles
Sessions » Biography »

Kelly Kay’s Sessions

Global Managing Partner, Software Practice, Heidrick & Struggles

Designing the Right Global Go-To-Customer Model

As companies grow and expand internationally, revenue leaders must make difficult choices to balance how much to adapt the go-to-customer model to local market dynamics while driving a globally consistent approach. Learn about trends and best practices to design and execute an effective global go-to-customer model.

See the Full Agenda

Kelly Kay’s Bio

Global Managing Partner, Software Practice, Heidrick & Struggles

Kelly O. Kay is the global managing partner of the Software Practice at Heidrick & Struggles based in the San Francisco office. He conducts searches on a worldwide basis for a wide range of technology companies, focusing on Board, CEO and Sales Officers. Kelly also leads the firm’s Sales Officer Practice for technology companies on the West coast, and has global account responsibility for many multinational technology companies. He has extensive experience with both venture backed as well as private equity backed growth and transformation situations.

Prior to joining Heidrick & Struggles, Kelly was a managing partner with a leading boutique retained executive search firm in Silicon Valley where he conducted board, CEO and senior-level searches for some of the leading companies in the technology sector dealing with growth, innovation, restructuring and global expansion. Prior to executive search, Kelly was a partner at the Center for Corporate Innovation (CCI), a nationwide CEO and CFO development, strategy and networking organization sponsored by McKinsey & Co.

Previously, Kelly served six years as chief marketing officer and co-founder of a nationwide management consulting firm, and earlier as general manager and vice president for a large public manufacturing company. Kelly also held various management roles at Gemini Management Consulting, and spent six years in sales with IBM Corporation.

Kelly’s focus and expertise is in the technology sector which includes SaaS, cloud, application and infrastructure software, on-premise software, storage and security solutions, managed services, internet content and services, digital media/new media, social media, mobile devices, open source software, virtualization software, IoT, unified communications, as well as wireless software and services.

Actively serves on the Advisory Boards of BioLucid and Obeo Health and formerly on the Advisory Boards of Bunchball and Symphony (formerly known as Perzo) and has been interviewed numerous times for major publications such as Financial Times, The Wall Street Journal and Dow Jones, and has been quoted often as well as been an industry conference speaker at numerous events and invited to share industry best practices for global talent acquisition teams and sales organizations. Kelly is a sought after speaker and most recently authored the widely popular article “Leave Smart Land Well,” which explores best practices as well as a framework for managing the resignation process from an employee perspective.

Kelly received a bachelors degree in marketing from the University of San Francisco and a MBA from the Marshall School of Business at the University of Southern California.


Sophia Kim
Senior Vice President, Sales Enablement & Operations
Change Healthcare
Sessions » Biography »

Sophia Kim’s Sessions

Senior Vice President, Sales Enablement & Operations, Change Healthcare

Leveraging Sales Enablement in the Go-To-Customer Era

This panel will examine actions companies take to build out a high-impact sales enablement capability. The discussion will emphasize the objectives, strategies, challenges, and outcomes of sales enablement and how they relate to sales operations.

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Sophia Kim’s Bio

Senior Vice President, Sales Enablement & Operations, Change Healthcare

Sophia G. Kim is the Senior Vice-President of Sales Enablement at Change Healthcare, a privately held company providing one of the single largest financial and administrative healthcare networks in the United States. , reaching approximately 750,000 physicians, 105,000 dentists, 60,000 pharmacies, 5,000 hospitals, 600 vendors, 450 laboratories and 1,200 government and commercial payers. We have developed this network of payers and providers over 30 years in the industry, connecting virtually all private and government payers, claim-submitting providers and pharmacies in a hybrid cloud-based, user-centric and secure infrastructure environment.to health insurance plans and medical groups throughout the United States and territories.

Ms. Kim and her team are responsible for sales analytics and reporting, sales performance management and maintenance of all sales systems and tools. Through her team, the Change Healthcare sales teams find insight and understanding of lead to close times, average deal sizes and close ratios as well as operational efficiencies in the area of proposal management, RFP response and Salesforce.com CRM management and maintenance.

Her experience in the healthcare industry spans almost 20 years across Medicare, Medicaid and Commercial lines of business. Ms. Kim joined the Change Healthcare team via the acquisition of her legacy company, Altegra Health in August 2015. At that time, Ms. Kim was serving as the SVP of Strategic Sales and Sales Operations. Prior to her work with Altegra, Ms. Kim spent ten years consulting with Accenture and almost five years at Kaiser Permanente assisting the Kaiser Program Management team with the implementation of Medicare Part D.

Ms. Kim holds a Bachelor of Arts degree from Barnard College of Columbia University. When not working, Ms. Kim volunteers as the Cultural Ambassador for the Jung Im Lee Korean Cultural Dance Academy and Board member of the Korean American Youth Foundation.


Glen Lally
Global VP - Digital Transformation & Enablement
SAP
Sessions » Biography »

Glen Lally’s Sessions

Global VP, Digital Transformation & Enablement - SAP

Leveraging Sales Enablement in the Go-To-Customer Era

This panel will examine actions companies take to build out a high-impact sales enablement capability. The discussion will emphasize the objectives, strategies, challenges, and outcomes of sales enablement and how they relate to sales operations.

See the Full Agenda

Glen Lally’s Bio

Global VP, Digital Transformation & Enablement - SAP

Glen Lally is a passionate innovative leader who consistently enables large organizations to transform and excel in their business by focusing on performance analytics, transformational leadership, and business innovation. Glen is an expert in enablement (sales and technical), competency modeling, and performance consulting. He is currently the Global Vice President for Innovation, Enablement, and Learning at SAP. His main focus is delivering just-in-time enablement in a smart, scalable and personalized way for the organization.

Mr. Lally holds a Master of Computing Science (Strategic Management for IT) from the Dublin Institute of Technology. He has also studied Executive Leadership at the Stanford University Graduate School of Business and Sales Mastery at the Haas Business School, UC Berkeley. He has spent most of his career in the enablement/training discipline and has held the following roles: executive leadership (Vice President and Snr. Director), program manager, senior instructional designer, senior performance consultant and master instructor.

He is passionate about organizational transformation, and has spoken at major events and continuously advises organizations on enablement strategies.


Kelly Londy
Chief Executive Officer
Lumicell
Sessions » Biography »

Kelly Londy’s Sessions

Chief Executive Officer, Lumicell

Show Your Customers Their Future

When your product can change the way a customer does business, the marketing and sales challenge is to show customers their future…and how your product can make it better. That requires compelling value propositions, delivered to multiple stakeholders. And an agile sales organization that is comfortable with frequent change and high impact, dialog with C-suite executives. Learn how a CEO can stitch the sales and marketing team together to better serve both their customers and company by aiming for the future.

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Kelly Londy’s Bio

Chief Executive Officer, Lumicell

Kelly Londy is the Chief Executive Officer and Operational Executive, Board of Directors for Lumicell. She brings over 25 years of experience in the medical device field including nine years of practical and clinical experience in radiography. She has been responsible for R&D leadership, strategic business, sales, marketing, and global product launch excellence focused on market development and customer satisfaction. As a Six Sigma Blackbelt she leads the business with analytics, passion for innovation, and patient-focused solutions.

Londy was the Chief Operating Officer at Accuray where she provided end-to-end leadership across all customer facing activities, from product development through customer adoption, education, and service. Londy joined Accuray in 2011 as the Executive Vice President and Chief Commercial Officer.

Prior to joining Accuray, Londy served as Vice President and General Manager of Molecular Imaging, at GE Healthcare North America, optimizing multi-business strategy with a focus on value proposition for improved cost, quality, and access to new technologies. At GE she also worked in Marketing, Executive Account Management, the MRI business, and as a product specialist in Women’s Health.

Previously Londy held multiple leadership roles at Philips Healthcare North America including, Vice President and General Manager of CT & Molecular Imaging. Londy began her career as a radiographer and manager at the University of Michigan.


Marta Martinez
Chief Revenue Officer
Intersection
Sessions » Biography »

Marta Martinez’s Sessions

Chief Revenue Officer, Intersection

Reaching New Buyers

New buyers are emerging across industries. How do sales organizations identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver on the Go-To-Customer Mandate.

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Marta Martinez’s Bio

Chief Revenue Officer, Intersection

In her current role, Marta Martinez drives revenue across Intersection as it scales its growing digital media portfolio (including LinkNYC, LinkUK and the MTA New York City Transit On the Go kiosks), to new solutions, products and markets globally.

Marta brings more than 15 years of leadership experience in digital advertising and media to her role. Prior to Intersection, Martinez enjoyed a long tenure at AOL in senior management roles including: Global Head of Video Sales, Senior Vice President of Advertising, and Head of Sales Strategy & Operations.

Previously, Marta served as an Advisor of Innovid where she led and managed sales strategy and operations functions for AOL Advertising including business operations and planning; design of innovative sales force effectiveness initiatives and the development and packaging of advertising solutions for clients. At HAVAS – one of the top three global agency holding companies – she managed Global Business Development as an Executive Vice President and as was Global Senior Vice President of Partnerships & Product Development at HAVAS Digital. She led management teams on identifying and implementing strategic partnerships, organic investments and acquisitions.

Martinez is an industry veteran and has a wealth of experience in the interactive advertising space and a recognized perspective on industry innovation.

She served as Chief Marketing Officer and as Senior Vice President of Operations & Business Development at MediaMath – where she focused on helping media and data partners activate and monetize their assets via its TerminalOne™ platform. This made them accessible to dozens of agencies that have adopted the platform to power media trading efforts.

She also previously served as an Associate Vice President at Marchfirst in their Media, Entertainment and Technology practice and a management consultant at Cluster Consulting. There she led numerous engagements in the media, publishing and telecom industries across Europe. Prior to this she was a Management Consultant at the firm in the U.S. and Cluster in Europe, where her observations and insights were sought by clients including The Walt Disney Company, AT&T, Universal Studios, Aprilia, Planeta Publishing and the city of Bilbao.

Martinez served as a Member of the Board of Advisors at Integral Ad Science, Inc. (also known as AdSafe Media Inc).

Marta earned her M.B.A. from Leonard N. Stern School of Business at New York University and Master in Science in Business Administration from ESADE in Barcelona.


Anshu Mehrotra
Group President, Fluids
Illinois Tool Works
Sessions » Biography »

Anshu Mehrotra’s Sessions

Group President - Fluids, Illinois Tool Works

DESIGNING THE RIGHT GLOBAL GO-TO-CUSTOMER MODEL

As companies grow and expand internationally, revenue leaders must make difficult choices to balance how much to adapt the go-to-customer model to local market dynamics while driving a globally consistent approach. Learn about trends and best practices to design and execute an effective global go-to-customer model.

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Anshu Mehrotra’s Bio

Group President - Fluids, Illinois Tool Works

Anshu Mehrotra is Group President for the Fluids platform at Illinois Tool Works, where he leads the full P&L of this global business within ITW’s Polymers and Fluids segment. As the business leader he is leading development of an outside-in driven, customer centric growth strategy and aligning the organization around its successful execution. He is also leading the delivery of business improvements in revenue, OI & market share while simultaneously investing in sustaining core competitive advantages of the business to maximize its long term profitable growth potential.

Prior to ITW, Anshu has held a number of general management and business leadership positions at Allegion, Ingersoll-Rand and Johnson Controls. He has led a number of organic & acquisition-based growth initiatives driving profitable growth across different industry segments & geographies over 4 continents. He has established & successfully managed all organic product line growth & commercial strategies including go to market strategy development, sales force management, product development, pricing, customer segmentation & targeting, marketing initiatives & promotions.

Prior to his general management roles, Anshu has spent a number of years in Management Consulting creating growth vision & strategies to help clients across multiple industries including industrials, healthcare, automotive, and financial services.

Anshu holds a BS in Electronics Engineering from Delhi University, an MS in Industrial Engineering from Northern Illinois University and an MBA from Northwestern University.


Kunal Mehta
VP, WW Sales Strategy, Operations & Enablement
Infoblox
Sessions » Biography »

Kunal Mehta’s Sessions

VP, WW Sales Strategy, Operations & Enablement, Infoblox

Building Next-Generation Talent Equipped for the Modern Customer

Examine how companies build robust capability to deliver value through sales amidst tectonic change in technology, competition and customer expectations.

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Kunal Mehta’s Bio

VP, WW Sales Strategy, Operations & Enablement, Infoblox

Kunal Mehta has over 15 years’ experience building and scaling global sales operations and field enablement programs for several of the biggest names in the technology space. Currently, Kunal is the VP, WW Sales & Operations at IT automation and security company Infoblox. In this role, he developed the corporate sales strategy that led to a more efficient sales process and faster speed-to-market, significantly higher customer satisfaction scores, and exceptionally high renewal rates. Kunal was originally recruited to Infoblox as the Senior Director, Global Enablement & Education, where he developed the shared services model to streamline education and enablement goals, and optimize infrastructure, curriculum, content development, and operations.

Previously, as Director, Global Sales Enablement for VMware End-User Computing, Kunal implemented the business unit’s enablement platform from the ground up to a model program that was replicated across other VMware businesses. Earlier, as Director, Global Enablement for data integrity software company Informatica, Kunal turned around an inefficient sales accreditation process and developed scalable enablement programs and tools to address skills gaps and eliminate sales tool redundancies.

Kunal began his management career at Hewlett-Packard, where he progressed through a series of solutions, marketing, and enablement roles with increasing responsibility. He created the first effective enablement model to support programs delivered to sales, presales, and partners and transformed the training content to focus on consultative sales over product functionality.

Kunal earned his MBA in Management of Information Systems and his BA in Economics from The George Washington University in Washington, DC and his Masters in Health Sciences from Johns Hopkins University.


Kim Moller
Vice President, U.S. National Sales
Acelity
Sessions » Biography »

Kim Moller’s Sessions

Vice President, U.S. National Sales – Acelity

Sales and Service Fusion

Discover how sales works with service to fuse high impact messages with post-implementation customer care to create customer success and loyalty.

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Kim Moller’s Bio

Vice President, U.S. National Sales – Acelity

Kim Moller has held a number of positions in the medical field throughout her career. She began with Acelity nearly 20 years ago as a part time clinical consultant and proceeded to become District Sales Manager, Strategic Director of Managed Care, Region Vice President, Area Vice President and now she serves as Vice President of U.S. National Sales.

Moller currently oversees the 700+ personnel sales division, including outside and inside sales for the U.S., as well as the Sales Training department.

Acelity products are focused on advanced wound care, including negative pressure wound therapy. By working alongside some of the world’s most prominent academics and clinicians, the company gains direct access to patients. This gives Acelity valuable insights into their needs. Patients in 90 countries are served, including many where advanced products are only recently becoming available.

Aside from her leadership roles within sales, Kim is also a certified nurse and served as one for 7 years. She holds a bachelor’s degree in Nursing and also received her Master of Business Administration (M.B.A.) from Colorado Christian University.


Paul Mountford
Chief Sales Officer and Senior Vice President
Riverbed Technology
Sessions » Biography »

Paul Mountford’s Sessions

Chief Sales Officer and Senior Vice President, Riverbed Technology

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

See the Full Agenda

Paul Mountford’s Bio

Chief Sales Officer and Senior Vice President, Riverbed Technology

Paul Mountford brings to Riverbed 30 years of leadership experience in the technology sector, including data center and virtualization, network and application infrastructure, collaboration and mobile devices.

Previously, Mountford spent 16 years at Cisco, with roles that included running the firm’s $34 billion Enterprise business, being the first executive to lead the company’s Emerging Markets business, and rebuilding and running Cisco’s channel partner program.

He was most recently CEO of Sentillian, a New York-based web intelligence startup focused on monitoring publicly shared content.

Prior to joining Cisco, Mountford owned a channel development consultancy where he helped U.S.-based companies develop successful channel strategies for successfully entering international markets.


Sal Patalano
Chief Revenue Officer
Lenovo Software
Sessions » Biography »

Sal Patalano’s Sessions

Chief Revenue Officer, Lenovo Software

FOCUS SESSION 2: CHALLENGE MARKETING AND SALES TO MAKE 1 + 1 = 3

No more silos. Hear how Lenovo Software created a sales and marketing ecosystem that encourages out-of-the-box thinking and over-the-top results.

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Sal Patalano’s Bio

Chief Revenue Officer, Lenovo Software

Sal began his career as an associate director at the University of Miami where he co-founded the Microcomputer Institute in the School of Continuing Studies. As a serial entrepreneur he founded his first IT company, which focused on developing and publishing software for Apple’s revolutionary Macintosh personal computer in 1983. After selling that company in 1988, he spent time as a consultant within the software distribution industry. Starting in 1990 Sal co-founded the first of several IT companies focused exclusively on the resale and integration of IBM software. As one of IBM’s first software channel partners in the early 90s, Patalano’s company delivered mainframe- and AS400-based solutions across multiple market segments and industries. Coinciding with IBM’s formation of Software Group in the mid-1990s, he went on to build, lead and sell a succession of successful system integration businesses prior to joining IBM as a professional hire in 2007. As a worldwide vice president, he held sales, channel, operational and transformational roles. In 2014 he moved into a channel leadership role for CA Technologies as vice president global marketing, where he was responsible for all channel and business partner-marketing activities. In his current role as chief revenue officer for Lenovo Software he is responsible for global sales and marketing, and is chartered with building a high margin software and solution business within Lenovo.


Yamini Rangan
Vice President, Business Strategy & Operations
Dropbox
Sessions » Biography »

Yamini Rangan’s Sessions

Vice President, Business Strategy & Operations, Dropbox

Hallmarks of Today’s High Performance Sales Organizations

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

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Yamini Rangan’s Bio

Vice President, Business Strategy & Operations, Dropbox

Yamini Rangan has worked in the Technology industry for 20+ years across strategy, sales management, product management, value management and planning. As VP, Business Strategy and Operations, she is currently responsible for Dropbox strategy, data science and advanced analytics and operations for Dropbox’s outbound and channel efforts globally. Specifically within Outbound and Channel, Yamini’s team is focused on Sales Enablement, Deal Desk, Renewals Desk and Territory Planning to ensure growth.

Prior to Dropbox, she was at Workday and served as Vice President of Sales Strategy and Operations. While at Workday, Yamini led the scaling of the global sales operations organization from nearly $400 million to over $1 billion in revenue over a span of 4+ years. In particular, she managed and led teams that were responsible for sales operations, subscription renewals, competitive intelligence, sales enablement, value management and demand generation. Previously, Yamini was General Manager of Cloud Strategy and Integration at Appirio, a leading provided in Cloud Services. She also spent many years in Value Management at SAP and served in the Office of CEO of SAP Americas, leading sales strategy and planning.


Mitzi Rettinger
Head of Digital Sales MilliporeSigma
Cerilliant
Sessions » Biography »

Mitzi Rettinger’s Sessions

Head of Digital Sales MilliporeSigma, Cerilliant

Harnessing the Digital Sales Phenomenon

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

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Mitzi Rettinger’s Bio

Head of Digital Sales MilliporeSigma, Cerilliant

Ms. Rettinger is responsible for the North American Applied office based sales team of MilliporeSigma as well as the management and oversight of Cerilliant’s sales and marketing functions.

Ms. Rettinger is actively involved in the industry as a guest lecturer and expert panelist and has been published in many industry publications. She has over 25 years of experience working with Certified Reference Materials used in pharmaceutical, clinical diagnostic, clinical/forensic toxicology, and natural products industries.

She is a member of American Association for Clinical Chemistry, American Association of Pharmaceutical Scientists, AOAC International, American Society for Mass Spectrometry, Society of Forensic Toxicologists and serves on the NSF International Joint Committee on Dietary Supplements. She was most recently elected as a member of the Executive Committee of the Technical Division of Reference Materials (TDRM) of the AOAC.


Joe Robinson
Senior Vice President, Health Systems Solutions
Philips North America
Sessions » Biography »

Joe Robinson’s Sessions

Senior Vice President, Health Systems Solutions, Philips North America

DRIVING NEW CUSTOMER VALUE

Many sales leaders count on transformation to solution selling to distance themselves from the competition. This is easier said than done. Joe will share his experience leading fundamental change needed to implement a winning go-to-customer strategy in a complex organization. Learn how Philips is now re-shaping culture, becoming solution-centric, developing talent and aligning internal processes with a focus on seamless care.This keynote address will be prefaced with a preview of early findings and growth strategies from Alexander Group’s 2018 Sales Pulse Survey.

Preview Keynote

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Joe Robinson’s Bio

Senior Vice President, Health Systems Solutions, Philips North America

Joe Robinson is responsible for the Health Systems Solutions organization, which includes Government VA/DoD & Military Contracts, Healthcare Informatics, Population Health Management, Hospital to Home, Healthcare Transformation Services, Long-Term Strategic Partnerships, Managed Equipment Services, Healthcare Alliances, GPOs and Government Affairs at Philips Healthcare. Joe formerly managed patient care and served as SVP, Enterprise & Government Solutions, North America.

Robinson’s career has been focused in medical imaging, starting with a small business in the mid-Atlantic region. Joe has managed sales, marketing and service organizations in North America for many years. He has spent 30 years in medical systems across multiple large health care companies. In his current role since January 2015, Joe’s other roles at Philips include: SVP, Enterprise & Government Solutions; SVP, Sales & Marketing Imaging Systems; VP, Business Manager, MR; VP Marketing GSS NA; VP of Sales, South Zone and Registered Radiologic Technologist.

Robinson received his Bachelor of Science degree in healthcare administration from Columbia Union College. In 2008, he co-authored “Radiology Business Practice: How to Succeed.”

Joe is a proponent of collaboration, accountability and accelerating growth through empowered teams.


Sue Shimoyama
Vice President, Global Sales & Marketing Operations
Rockwell Automation
Sessions » Biography »

Sue Shimoyama’s Sessions

Vice President, Global Sales & Marketing Operations, Rockwell Automation

EXECUTIVE ROUNDTABLE 4: SALES OPERATIONS TRANSFORMS MARKET SEGMENTS TO REVENUE SEGMENTS

Explore how sales operations builds the skills to find, size and target growth opportunity in underserved markets and customers.

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Sue Shimoyama’s Bio

Vice President, Global Sales & Marketing Operations, Rockwell Automation

In her current role, Sue Shimoyama is responsible for maximizing sales force performance to support the company’s growth and performance strategy through improved efficiency and effectiveness. Her organization is focused on disciplined sales processes, sales force effectiveness, accelerating process transformation, and business readiness for enterprise systems, global customer information, and business intelligence for Rockwell Automation and its partners.

Sue also is the global process owner (GPO) for the Market to Quote (M2Q) end-to-end processes. As GPO she leads a high quality global deployment of the Market to Quote processes (including marketing, sales, quotation, proposal, pricing, sales incentive compensation, and planning processes). The M2Q process excellence team is responsible for the ongoing health, performance and continuous improvement of those processes.

Shimoyama has served in progressive roles in technical solution sales, commercial marketing, product marketing, industry initiatives, market development, and market access/channel operations. She is active on the company’s diversity and inclusion leadership team, and the employee engagement council.

Sue has received awards and recognition from Milwaukee Business Journal Women of Influence, Manufacturing Institute – STEP award, Rockwell Automation Professional Women Outstanding Mentor, and Distinguished Alumni for University of Illinois. She holds a bachelor’s degree in Mechanical Engineering from the University of Illinois.


Craig Sloan
Executive Vice President
Fox Sports Media Group
Sessions » Biography »

Craig Sloan’s Sessions

Executive Vice President, Fox Sports Media Group

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

See the Full Agenda

Craig Sloan’s Bio

Executive Vice President, Fox Sports Media Group

Craig Sloan serves as EVP of Home Team Sports, a division of FOX Sports Media Group, where he has worked with and led the HTS sales teams for 15+ years. During his tenure at HTS, Sloan and his teams secured partnerships with every Regional Sports Network in the country to build a fully national footprint.

HTS has grown to a reach of more than 94MM+ viewers by representing inventory across every US Sport including every MLB, NHL, NBA, Pac-12 and BTN college conference team through local, loyal audiences. Sloan oversees six offices spanning major markets across the US, as well as Partnership Development, Creative Partnerships, Sales Analytics, Research, and HTSi. HTSi represents HTS’ digital product offerings which parallel and expand upon the broadcast television product scope, further integrating HTS’ 360 degree approach to advertising.

Born in Buffalo, NY, Sloan’s professional journey has stationed him in key sports markets across the country during the last two decades. Graduating from the University of Iowa, and making his professional debut in Chicago, IL, Sloan forged strong roots with the Midwest and carries a strong pride for the Hawkeyes.

Previous to his time at HTS, Sloan worked with FOX Sports Rocky Mountain in Denver, CO as an Account Executive. He also served as Director of Corporate Sales for the Denver Grizzlies. His career with FOX Sports brought him from Denver to the West Coast via Los Angeles, and eventually back to his home state of New York to continue leading the HTS teams from the Manhattan headquarters.


Marvin Spears
VP, Global Commercial Excellence
Wells Fargo
Sessions » Biography »

Marvin Spears’s Sessions

VP, Global Commercial Excellence, Wells Fargo

Leveraging Sales Enablement in the Go-To-Customer Era

This panel will examine actions companies take to build out a high-impact sales enablement capability. The discussion will emphasize the objectives, strategies, challenges, and outcomes of sales enablement and how they relate to sales operations.

See the Full Agenda

Marvin Spears’s Bio

VP, Global Commercial Excellence, Wells Fargo

Marvin Spears joined Wells Fargo in 2017 as CDF’s Global Commercial Excellence Leader. In this role, he works in direct partnership with the CDF global sales team as the leader of the Commercial Excellence team based in Chicago, London and Melbourne.

Spears is responsible for leading his team to drive growth, customer retention, and share-of-wallet expansion. He will advance results by leveraging the tenets of CDF’s Commercial Excellence model – including digital marketing, commercial productivity, business reporting, sales training, incentive compensation and deal flow – which is built upon the foundation of Salesforce.

Most recently, Marvin served as the Senior Director of Sales Force Enablement at Milwaukee’s Johnson Controls, where he led the development, deployment, and execution of sales strategies, programs, and processes across all businesses and over 14,000 sales team members.

Spears’ more than 25 years of commercial experience includes global senior roles in sales, marketing, and sales training and development for major corporations such as Kimberly Clark, Bayer, and Pfizer, Inc.

Marvin has an M.B.A. from the Johns Hopkins University Carey Business School, and a bachelor’s degree in sociology and business administration from Rhodes College in Memphis, TN.


Dave Spencer
Chief Operating Officer
SAP North America
Sessions » Biography »

Dave Spencer’s Sessions

Chief Operating Officer, SAP North America

REACHING NEW BUYERS

New buyers are emerging across industries. How do sales organizations identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver on the Go-To-Customer Mandate.

See the Full Agenda

Dave Spencer’s Bio

Chief Operating Officer, SAP North America

As chief operating officer, Dave Spencer is responsible for the development and consistent execution of SAP’s goto-market and sales strategies for all industries and across the entire product portfolio. He is also accountable for keeping a driving force behind SAP’s increased market share for the company’s fast-growing cloud business.

Since joining SAP in 2006, Dave has held several management and executive leadership sales roles. Most recently, he was the managing director for the East region of SAP North America, and before that was its chief operating officer.

Previously, Dave was global vice president of sales for SAP’s cloud organization, overseeing the go-to-market
activities for the Customer, Money, and SAP® Business ByDesign® field sales teams; and the vice president of SAP Strategic Customer Program (formerly SAP Premier Customer Network) in the northeast, successfully managing and developing top-performing account teams responsible for some of SAP’s largest customers. He has also served as a global account executive, and began his SAP career with the professional services team, generating software sales with new and existing customers.

Before joining SAP, Dave held several senior sales leadership positions at companies such as Ruesch International (acquired by Travelex), Gelco Information Network (acquired by Concur), and Moore Business Forms & Systems.

Dave graduated from Guilford College in Greensboro, North Carolina, with a bachelor of science degree.


Warren Stone
Senior Vice President, Research & Applied Solutions North America
MilliporeSigma
Sessions » Biography »

Warren Stone’s Sessions

Senior Vice President, Research & Applied Solutions North America, MilliporeSigma

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

See the Full Agenda

Warren Stone’s Bio

Senior Vice President, Research & Applied Solutions North America, MilliporeSigma

Warren Stone is SVP of Research & Applied Solutions North America. In this role, he will oversee the development and execution of a transformational customer-centric commercial strategy built through leveraging customer and market insights.

Prior to his appointment to lead the combined North America sales organization, Stone served as vice president of sales for the North American commercial region, where he had full responsibility for the sales strategy, resource deployment & planning and the attainment of sales revenue goals through customer acquisition and experience.

For the past two decades, Stone has served in a wide variety of general management, sales, marketing and business development roles within the Merck Group affiliates and businesses around the world. His background includes leading the former Lab Essentials business field based in Darmstadt, Germany, during which time he started the transformation of the more than 500 million euro business into a global, customer-centric, solutions-orientated business.

Stone holds diplomas in analytical chemistry and a business degree in sales & marketing from the Witwatersrand Technikon in Johannesburg, South Africa. He is a member of the Laboratory Products Association and the sales executive council.


Chris Suhoza
VP, Global Sales Operations
FedEx
Sessions » Biography »

Chris Suhoza’s Sessions

VP, Global Sales Operations, FedEx

The Front Line Sales Manager as Field General: Turning Strategy Into Action

Alexander Group and Columbia Business School will offer insights from research on the changing role of the front line sales manager, increasingly critical in a customer-centric world. Learn about the tools and actions that will help FLSMs lead the transformation from selling things to delivering value.

See the Full Agenda

Chris Suhoza’s Bio

VP, Global Sales Operations, FedEx

Bio forthcoming


Bill Taylor
Best Selling Author and Founder
Fast Company Magazine
Sessions » Biography »

Bill Taylor’s Sessions

Best Selling Author and Founder of Fast Company Magazine

SIMPLY BRILLIANT: HOW GREAT ORGANIZATIONS DO ORDINARY THINGS IN EXTRAORDINARY WAYS

In this high-energy session, Bill Taylor, an agenda-setting writer, speaker and entrepreneur will illustrate how to pinpoint opportunities for breakaway performance. Bill’s keynote will offer a set of messages and a collection of case studies about how to unleash breakthrough creativity and cutting-edge performance in even the most familiar, slow-to-change fields. He will hone in on specific wisdom from sales and marketing executives and provide additional insights that didn’t make it into the book.

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Bill Taylor’s Bio

Best Selling Author and Founder of Fast Company Magazine

Bill Taylor is an agenda-setting writer, speaker and entrepreneur who chronicles the best ways to compete, innovate and succeed. His new book, “Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways,” offers a set of messages and a collection of case studies about how to unleash breakthrough creativity and cutting-edge performance in even the most familiar, slow-to-change fields. “Simply Brilliant” (2016) offers leadership lessons from organizations that are doing exciting, compelling, truly extraordinary things, but in traditional, accessible, ordinary settings. It draws on in-depth access to retail banks, insurance companies, fast-food joints, department stores, an office cleaning service, heartland manufacturers, industrial distributors and even a parking garage. It also draws on case studies that are not businesses per se: a nationwide campaign to end homelessness, the health care system for Native Alaskans and a project to revitalize a major city.

“Simply Brilliant” is a sequel of sorts to Taylor’s most recent book, “Practically Radical: Not-So-Crazy Ways to Transform Your Company, Shake Up Your Industry,” and “Challenge Yourself,” which was published in January 2011. Best-selling author Daniel Pink called “Practically Radical” “the most powerful and instructive change manual you’ll ever read.” Anne Mulcahy, former chairman and CEO of Xerox, called it “a handbook for successful transformation and a great tutorial for implementing your change agenda.” Arianna Huffington says: “The ideas are fresh, the advice is stuff you can actually use, and the results will be tangible.” Before “Practically Radical,” Taylor published “Mavericks at Work: Why the Most Original Minds in Business Win.” “I didn’t just ‘read’ this book, I devoured it!” declared Tom Peters when “Mavericks” appeared. Just weeks after its release, “Mavericks” became a New York Times bestseller, a Wall Street Journal business bestseller and a BusinessWeek bestseller. The Economist called the book “a pivotal work in the tradition of In Search of Excellence and Good to Great.” The Economist also named “Mavericks” one of its “Books of the Year” for 2006, as did the Financial Times.

Bill’s three books are just the latest chapter in a career devoted to challenging conventional wisdom and showcasing the power of business at its best. As co-founder and founding editor of Fast Company, he launched a magazine that won countless awards, earned a passionate following among executives and entrepreneurs around the world, and became a legendary business success. In less than six years, an enterprise that took shape in some borrowed office space in Harvard Square sold for $340 million.

Fast Company has won just about every award there is to win in the magazine world, from “Startup of the Year” to “Magazine of the Year” to three National Magazine Awards. In recognition of Fast Company’s impact on business, Bill was named “Champion of Workplace Learning and Performance” by the American Society for Training and Development. He has published numerous essays and CEO interviews in the Harvard Business Review, and his column “Under New Management” ran in the Sunday business section of The New York Times. He now writes a popular management blog for Harvard Business Review.

A graduate of Princeton University and the MIT Sloan School of Management.

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Susan Uthayakumar
Vice President, National Sales – U.S. & Canada
Schneider Electric
Sessions » Biography »

Susan Uthayakumar’s Sessions

Vice President, National Sales – U.S. & Canada, Schneider Electric

FOCUS SESSION 1: PUT RESOURCES AND DECISION MAKING CLOSER TO THE CUSTOMER

Hear how Schneider Electric pushed resources out of HQ and into the regions to create a more agile sales organization…better able to serve the needs of different customers in multiple revenue segments.

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Susan Uthayakumar’s Bio

Vice President, National Sales – U.S. & Canada, Schneider Electric

Susan has been with Schneider Electric for the past 12 years working in both the U.S. and Canada. She has worked in a variety of roles including leading Corporate Development for North America; Finance leadership roles both in US and Canada; leading the largest Business Unit in Canada and currently leads the National Sales Team in Canada. In her role as the Vice President of Sales, Susan is responsible for delivering growth in multiple segments, building a world class sales organization and evaluating sales efficiency to facilitate better resource allocation and market coverage.

In her tenure with Schneider, Susan has been a key player in the transformation of the company from a product manufacturer to a specialist in energy management and efficient technologies. Prior to this, Susan led Strategy and Mergers & Acquisition projects globally with McCain Foods Limited, an international leader in the frozen food industry employing over 20,000 people and operating 57 production facilities in six continents with annual sales of $6 billion. Susan has also held positions of increased responsibilities with Deloitte, a global advisory firm. Susan holds Board positions with Canadian Manufacturers and Exporters, Electrical Federation of Canada, and the International Standards Board.

Susan has an Executive MBA from the Kellogg School of Management at Northwestern University with a focus on international business practices. In addition, she holds a Master of Accounting (MAcc) and a Bachelor of Arts degree from the University of Waterloo. Susan has also completed the Women’s Senior Leadership Program and Executive Scholar Certification from the Kellogg School of Management, as well as the Chartered Accountant (CA) and Certified Public Accountant (CPA) designations.

Susan’s interests include traveling and experiencing the diversity offered by different cultures, theatre and reading.


Dan Walsh
Vice President, Sales & Business Strategy
BuzzFeed
Sessions » Biography »

Dan Walsh’s Sessions

Vice President, Sales & Business Strategy, BuzzFeed

FOCUS SESSION 4: THE EXPLOSIVE IMPACT OF DIGITAL SALES

Digital sales is transforming all industries, and BuzzFeed is one of the hottest internet companies focused on digital media and technology. Hear two key executive perspectives on how to get the most out of digital sales assets.

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Dan Walsh’s Bio

Vice President, Sales & Business Strategy, BuzzFeed

Dan Walsh is the vice president of sales & business strategy at BuzzFeed, where he oversees the general management of the revenue, sales strategy and operations teams. Under his leadership, BuzzFeed has achieved triple digit year over year revenue growth and created co-sale agreements with leading media partners like NBCU, Snapchat and Twitter. Prior to joining BuzzFeed, Walsh was the senior manager of sales strategy and operations at Tumblr, where he formalized and aligned all sales cycle processes, account management and ad operations, while working closely with creatives on strategy and content creation. Dan also held previous roles at Yahoo and Ernst & Young.


Jim Walsh
Senior Vice President, Global Enterprise Sales
Cisco
Sessions » Biography »

Jim Walsh’s Sessions

Senior Vice President, Global Enterprise Sales, Cisco

UNLOCKING VALUE BY LISTENING TO CUSTOMERS

The mandate for sales in the era of empowered customers is both clear and critical: reach and influence new buyers, serve their interests and help them succeed. Learn how Cisco gains deeper insight into what their customers really need and how they deploy new game-changing capabilities to transform sales into a success engine.

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Jim Walsh’s Bio

Senior Vice President, Global Enterprise Sales, Cisco

Jim Walsh is the Senior Vice President of the Global Enterprise Segment, where he is responsible for developing and executing the go-to-market strategy for nearly 550 of Cisco’s largest customers globally. Previously, Jim led sales for Cisco’s multi-billion dollar Security business, where he drove cross-functional partnering with organizations across Cisco to help accelerate security sales.

Walsh’s deep understanding of his clients’ business and Cisco’s technologies has been key to his success. He is well known for leading teams that consistently finish in the top 10 percent in both plan attainment and customer satisfaction.

Walsh has held several executive positions at Cisco, including Vice President and Chief of Staff for Cisco’s President of Development and Worldwide Sales, where he was responsible for executing Cisco’s strategic agenda. As Vice President of Financial Services for the Global Enterprise Theater, he also played a leading role in the growth of the financial markets business driving an innovative strategy that delivered tangible business outcomes for Cisco’s largest and most strategic global financial services clients. Prior to this role, Walsh was the Client Director for Bank of America.

Before joining Cisco in 1996, Walsh held various field operations and sales positions at NYNEX.

Walsh has a Bachelor of Science degree in finance from Villanova and an MBA degree from Fordham University.


John Zehren
VP of Sales
Medtronic
Sessions » Biography »

John Zehren’s Sessions

VP of Sales, Medtronic

HALLMARKS OF TODAY’S HIGH PERFORMANCE SALES ORGANIZATIONS

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

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John Zehren’s Bio

VP of Sales, Medtronic

John Zehren has spent the last 20 years in the medical device industry leading successful organizations to reach aspirational goals. Most recently, an executive at Medtronic heading up the Americas Neurovascular sales division where he has implemented an award winning culture of innovation that has resulted in accelerating sales growth rates over baseline, year after year. Additionally, John is a senior member of the Medtronic Neurovascular Management Board which oversees corporate strategy, portfolio management and the company’s high performance management systems.

A strong leadership style and a combination of commercial effectiveness programs, John has created and implemented sales force expansions, accelerated training methods, and a winning performance management culture that have pushed growth rates well above the market. Instituting innovation and science with the manager’s high performance coaching has proved to be a valuable systme to increase productivity.

Prior to Medtronic (formerly Covidien), John was an executive at Edwards Lifesciences, heading up the sales and marketing division of Cardiac Surgery Systems as the VP of Sales and Marketing. The division over-achieved sales targets 19/20 quarters under John’s commercial leadership and performance culture.

John brings a visionary and inspirational dimension to his leadership role, pushing forward innovative business models and techniques that lead to faster goal attainment and exceeding expectations. John has a love for music and teambuilding, is an active surfer, and loves to be the spark for something great.


Sheela Zemlin
GM & Global VP of SaaS Business Unit
TIBCO Software
Sessions » Biography »

Sheela Zemlin’s Sessions

GM & Global VP of SaaS Business Unit, Tibco Software

HARNESSING THE DIGITAL SALES PHENOMENON

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

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Sheela Zemlin’s Bio

GM & Global VP of SaaS Business Unit, Tibco Software

With more than 15 years of experience in business and technology leadership roles, Sheela Zemlin leads TIBCO Software’s SaaS sales and customer organizations as its GM and Global Vice President, High Velocity. Her organization is comprised of business development, sales, customer success, and renewals teams for the company’s subscription software products.

TIBCO Software provides integration, analytics and event-processing software for companies to use on-premises or as part of cloud computing environments. This software manages information, decisions, processes and applications for thousands of customers throughout the globe.

Prior to TIBCO, Sheela led all revenue functions as the SVP of Sales and Customer Success at Bill.com, the industry leader in B2B billing and payments automation. Earlier in her career, she managed sales strategy and operations, corporate strategy, and business development teams at Taleo, Oracle and LexisNexis.

Zemlin holds an M.B.A. from Harvard Business School and a Bachelor’s degree in business from Michigan State University.


Parthiv Amin
Chief Sales and Marketing Officer
Sloan Valve
Sessions » Biography »

Parthiv Amin’s Sessions

Chief Sales and Marketing Officer, Sloan Valve

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

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Parthiv Amin’s Bio

Chief Sales and Marketing Officer, Sloan Valve

As Sloan Valve’s Chief Sales & Marketing Officer, Parthiv currently oversees global sales, marketing strategy and expansion for the firm–including new market development in India, Middle East and Latin/Central America. His responsibilities also include leading regional/strategic account sales teams and marketing staff with Sloan’s social media and web tools development for the building products industry.

Prior to joining Sloan, Parthiv served as Enerpac’s Vice President, Global Marketing and Engineering. He built and implemented the firm’s go-to-market strategic plan around four verticals to drive 3x GDP growth–while embedding the “voice of the customer.” Amin also developed Enerpac’s global structure and leadership team.

Formerly, in his role as President of the Americas for Siemens Corp’s Winergy Drive Systems, Parthiv led a global sales organization turnaround–increasing market share to 60%, revenue CAGR by 35%, and annual sales by more than 200%. The firm was awarded GE’s “Lean Excellence” award.

As VP of Marketing and Global Service for Emerson Electric (A division of Industrial Automation Group), Amin led worldwide marketing, product management, new product development, and service strategy to double digit revenue and EBITDA margin boosts in a short period. He drove the development of offshore teams in India, completed an important acquisition in Spain, and led the firm’s market entry into China.

Amin is frequently sought after to speak in at various industry conferences and has authored numerous articles cited in the media.

Amin received his Post MBA in Accounting and MBA in Finance from Loyola College–and his BSME from the University of Illinois at Chicago.


Cate Gutowski
Vice President, Commercial Digital Thread
GE Digital
Sessions » Biography »

Cate Gutowski’s Sessions

Vice President, Commercial Digital Thread, GE Digital

BUILDING THE REVENUE GROWTH ENGINE

GE is transforming from an industrial to a digital industrial company. With a global digital sales transformation, GE has introduced a new revenue growth engine. Discover how GE transformed the sales organization with new digital technologies to improve win rates, enhance collaboration across division and functional boundaries and provide deeper insights to sellers to deliver better outcomes for customers.

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Cate Gutowski’s Bio

Vice President, Commercial Digital Thread, GE Digital

Cate is based in Boston at GE’s headquarters and leads the digital transformation of GE’s 25,000-member global sales force, which operate in a variety of business units, including Power & Water, Aviation, Oil & Gas, Healthcare, Lighting, Energy Connections and GE Digital.

Gutowski currently leads the Commercial Digital Thread for the company, which is GE’s focus on creating a connected, digital ecosystem that will enable sales professionals in every business unit to drive new growth and serve their customers with speed. To bring this vision to life, Cate leads a team of global product managers, who are dedicated to partnering closely with the GE businesses to deliver Horizontal Digital Tools that will drive productivity. To drive Commercial Intensity for the company, Gutowski and her organization also lead the Commercial Council for CEO Jeff Immelt, Chairmen’s Field Days, the Commercial XLP program, and the GE Commercial Academy, where sales professionals learn all aspects of commercial leadership.

Cate recently moved to Boston from Budapest, Hungary where she led the product management and marketing organizations in Europe and the Middle East that is focused on developing new products, services and business models to enable GE Current to grow their LED sales, and to enable the transformation of LED fixtures into intelligent infrastructure devices that can connect with GE’s Predix software to deliver new data and analytics to GE customers. While in Europe, Cate also worked as the GM of Commercial Operations-EMEA, where she was responsible for leading the transformation of GE Lighting from a made-to-stock business, to a made-to-order, LED Projects business. Gutowski led the Pricing, Customer Service, Commercial Operations, Major Projects Center of Excellence, and Project Solutions organizations that were responsible for delivering critical project operations support.

Cate began her GE career by joining GE’s Technical Leadership Program after graduating from the University of Illinois at Urbana-Champaign. She earned her Executive MBA from the University of South Florida in Tampa. Before her transition to Europe, Cate grew her commercial expertise over the last 19 years in a variety of sales and sales leadership assignments in GE’s Energy Connections and Lighting businesses.

Ms. Gutowski is active in the GE Women’s Network, leading the Global Leadership through Storytelling initiative, If You Can See It, You Can Be It, which has trained over 300+ GE Commercial Women and Customers in Europe, the Middle East and North America. Cate is a certified Dale Carnegie Instructor and taught The Dale Carnegie Course on Leadership.


Kelly Londy
Chief Executive Officer
Lumicell
Sessions » Biography »

Kelly Londy’s Sessions

Chief Executive Officer, Lumicell

Show Your Customers Their Future

When your product can change the way a customer does business, the marketing and sales challenge is to show customers their future…and how your product can make it better. That requires compelling value propositions, delivered to multiple stakeholders. And an agile sales organization that is comfortable with frequent change and high impact, dialog with C-suite executives. Learn how a CEO can stitch the sales and marketing team together to better serve both their customers and company by aiming for the future.

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Kelly Londy’s Bio

Chief Executive Officer, Lumicell

Kelly Londy is the Chief Executive Officer and Operational Executive, Board of Directors for Lumicell. She brings over 25 years of experience in the medical device field including nine years of practical and clinical experience in radiography. She has been responsible for R&D leadership, strategic business, sales, marketing, and global product launch excellence focused on market development and customer satisfaction. As a Six Sigma Blackbelt she leads the business with analytics, passion for innovation, and patient-focused solutions.

Londy was the Chief Operating Officer at Accuray where she provided end-to-end leadership across all customer facing activities, from product development through customer adoption, education, and service. Londy joined Accuray in 2011 as the Executive Vice President and Chief Commercial Officer.

Prior to joining Accuray, Londy served as Vice President and General Manager of Molecular Imaging, at GE Healthcare North America, optimizing multi-business strategy with a focus on value proposition for improved cost, quality, and access to new technologies. At GE she also worked in Marketing, Executive Account Management, the MRI business, and as a product specialist in Women’s Health.

Previously Londy held multiple leadership roles at Philips Healthcare North America including, Vice President and General Manager of CT & Molecular Imaging. Londy began her career as a radiographer and manager at the University of Michigan.


Paul Mountford
Chief Sales Officer and Senior Vice President
Riverbed Technology
Sessions » Biography »

Paul Mountford’s Sessions

Chief Sales Officer and Senior Vice President, Riverbed Technology

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

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Paul Mountford’s Bio

Chief Sales Officer and Senior Vice President, Riverbed Technology

Paul Mountford brings to Riverbed 30 years of leadership experience in the technology sector, including data center and virtualization, network and application infrastructure, collaboration and mobile devices.

Previously, Mountford spent 16 years at Cisco, with roles that included running the firm’s $34 billion Enterprise business, being the first executive to lead the company’s Emerging Markets business, and rebuilding and running Cisco’s channel partner program.

He was most recently CEO of Sentillian, a New York-based web intelligence startup focused on monitoring publicly shared content.

Prior to joining Cisco, Mountford owned a channel development consultancy where he helped U.S.-based companies develop successful channel strategies for successfully entering international markets.


Joe Robinson
Senior Vice President, Health Systems Solutions
Philips North America
Sessions » Biography »

Joe Robinson’s Sessions

Senior Vice President, Health Systems Solutions, Philips North America

DRIVING NEW CUSTOMER VALUE

Many sales leaders count on transformation to solution selling to distance themselves from the competition. This is easier said than done. Joe will share his experience leading fundamental change needed to implement a winning go-to-customer strategy in a complex organization. Learn how Philips is now re-shaping culture, becoming solution-centric, developing talent and aligning internal processes with a focus on seamless care.This keynote address will be prefaced with a preview of early findings and growth strategies from Alexander Group’s 2018 Sales Pulse Survey.

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Joe Robinson’s Bio

Senior Vice President, Health Systems Solutions, Philips North America

Joe Robinson is responsible for the Health Systems Solutions organization, which includes Government VA/DoD & Military Contracts, Healthcare Informatics, Population Health Management, Hospital to Home, Healthcare Transformation Services, Long-Term Strategic Partnerships, Managed Equipment Services, Healthcare Alliances, GPOs and Government Affairs at Philips Healthcare. Joe formerly managed patient care and served as SVP, Enterprise & Government Solutions, North America.

Robinson’s career has been focused in medical imaging, starting with a small business in the mid-Atlantic region. Joe has managed sales, marketing and service organizations in North America for many years. He has spent 30 years in medical systems across multiple large health care companies. In his current role since January 2015, Joe’s other roles at Philips include: SVP, Enterprise & Government Solutions; SVP, Sales & Marketing Imaging Systems; VP, Business Manager, MR; VP Marketing GSS NA; VP of Sales, South Zone and Registered Radiologic Technologist.

Robinson received his Bachelor of Science degree in healthcare administration from Columbia Union College. In 2008, he co-authored “Radiology Business Practice: How to Succeed.”

Joe is a proponent of collaboration, accountability and accelerating growth through empowered teams.


Craig Sloan
Executive Vice President
Fox Sports Media Group
Sessions » Biography »

Craig Sloan’s Sessions

Executive Vice President, Fox Sports Media Group

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

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Craig Sloan’s Bio

Executive Vice President, Fox Sports Media Group

Craig Sloan serves as EVP of Home Team Sports, a division of FOX Sports Media Group, where he has worked with and led the HTS sales teams for 15+ years. During his tenure at HTS, Sloan and his teams secured partnerships with every Regional Sports Network in the country to build a fully national footprint.

HTS has grown to a reach of more than 94MM+ viewers by representing inventory across every US Sport including every MLB, NHL, NBA, Pac-12 and BTN college conference team through local, loyal audiences. Sloan oversees six offices spanning major markets across the US, as well as Partnership Development, Creative Partnerships, Sales Analytics, Research, and HTSi. HTSi represents HTS’ digital product offerings which parallel and expand upon the broadcast television product scope, further integrating HTS’ 360 degree approach to advertising.

Born in Buffalo, NY, Sloan’s professional journey has stationed him in key sports markets across the country during the last two decades. Graduating from the University of Iowa, and making his professional debut in Chicago, IL, Sloan forged strong roots with the Midwest and carries a strong pride for the Hawkeyes.

Previous to his time at HTS, Sloan worked with FOX Sports Rocky Mountain in Denver, CO as an Account Executive. He also served as Director of Corporate Sales for the Denver Grizzlies. His career with FOX Sports brought him from Denver to the West Coast via Los Angeles, and eventually back to his home state of New York to continue leading the HTS teams from the Manhattan headquarters.


Warren Stone
Senior Vice President, Research & Applied Solutions North America
MilliporeSigma
Sessions » Biography »

Warren Stone’s Sessions

Senior Vice President, Research & Applied Solutions North America, MilliporeSigma

COURAGE TO CHANGE: Keynote Panel and Executive Think Tank

The wrap up of the 2017 CSE Annual Forum will help you put the great ideas you have gathered into action with practical takeaways. This session will be delivered in three parts:

Part 1 – Speaker Insights: Featured executives from the media, medical, technology and manufacturing industries will describe some of their transformation challenges and the strategies they used to address them.

Part 2 – Fireside Chat: As part of a facilitated panel discussion, the speakers will share in-depth experiences and examples.

Part 3 – Executive Think Tank: Divided into groups by industry and interest, the audience will brainstorm change management issues and engage with the speakers in a Q&A session. Together we will examine the strategies and tools to build an organizational commitment to change that is essential to delivering on the Go-To-Customer Mandate.

See the Full Agenda

Warren Stone’s Bio

Senior Vice President, Research & Applied Solutions North America, MilliporeSigma

Warren Stone is SVP of Research & Applied Solutions North America. In this role, he will oversee the development and execution of a transformational customer-centric commercial strategy built through leveraging customer and market insights.

Prior to his appointment to lead the combined North America sales organization, Stone served as vice president of sales for the North American commercial region, where he had full responsibility for the sales strategy, resource deployment & planning and the attainment of sales revenue goals through customer acquisition and experience.

For the past two decades, Stone has served in a wide variety of general management, sales, marketing and business development roles within the Merck Group affiliates and businesses around the world. His background includes leading the former Lab Essentials business field based in Darmstadt, Germany, during which time he started the transformation of the more than 500 million euro business into a global, customer-centric, solutions-orientated business.

Stone holds diplomas in analytical chemistry and a business degree in sales & marketing from the Witwatersrand Technikon in Johannesburg, South Africa. He is a member of the Laboratory Products Association and the sales executive council.


Bill Taylor
Best Selling Author and Founder
Fast Company Magazine
Sessions » Biography »

Bill Taylor’s Sessions

Best Selling Author and Founder of Fast Company Magazine

SIMPLY BRILLIANT: HOW GREAT ORGANIZATIONS DO ORDINARY THINGS IN EXTRAORDINARY WAYS

In this high-energy session, Bill Taylor, an agenda-setting writer, speaker and entrepreneur will illustrate how to pinpoint opportunities for breakaway performance. Bill’s keynote will offer a set of messages and a collection of case studies about how to unleash breakthrough creativity and cutting-edge performance in even the most familiar, slow-to-change fields. He will hone in on specific wisdom from sales and marketing executives and provide additional insights that didn’t make it into the book.

Preview Keynote

See the Full Agenda

Bill Taylor’s Bio

Best Selling Author and Founder of Fast Company Magazine

Bill Taylor is an agenda-setting writer, speaker and entrepreneur who chronicles the best ways to compete, innovate and succeed. His new book, “Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways,” offers a set of messages and a collection of case studies about how to unleash breakthrough creativity and cutting-edge performance in even the most familiar, slow-to-change fields. “Simply Brilliant” (2016) offers leadership lessons from organizations that are doing exciting, compelling, truly extraordinary things, but in traditional, accessible, ordinary settings. It draws on in-depth access to retail banks, insurance companies, fast-food joints, department stores, an office cleaning service, heartland manufacturers, industrial distributors and even a parking garage. It also draws on case studies that are not businesses per se: a nationwide campaign to end homelessness, the health care system for Native Alaskans and a project to revitalize a major city.

“Simply Brilliant” is a sequel of sorts to Taylor’s most recent book, “Practically Radical: Not-So-Crazy Ways to Transform Your Company, Shake Up Your Industry,” and “Challenge Yourself,” which was published in January 2011. Best-selling author Daniel Pink called “Practically Radical” “the most powerful and instructive change manual you’ll ever read.” Anne Mulcahy, former chairman and CEO of Xerox, called it “a handbook for successful transformation and a great tutorial for implementing your change agenda.” Arianna Huffington says: “The ideas are fresh, the advice is stuff you can actually use, and the results will be tangible.” Before “Practically Radical,” Taylor published “Mavericks at Work: Why the Most Original Minds in Business Win.” “I didn’t just ‘read’ this book, I devoured it!” declared Tom Peters when “Mavericks” appeared. Just weeks after its release, “Mavericks” became a New York Times bestseller, a Wall Street Journal business bestseller and a BusinessWeek bestseller. The Economist called the book “a pivotal work in the tradition of In Search of Excellence and Good to Great.” The Economist also named “Mavericks” one of its “Books of the Year” for 2006, as did the Financial Times.

Bill’s three books are just the latest chapter in a career devoted to challenging conventional wisdom and showcasing the power of business at its best. As co-founder and founding editor of Fast Company, he launched a magazine that won countless awards, earned a passionate following among executives and entrepreneurs around the world, and became a legendary business success. In less than six years, an enterprise that took shape in some borrowed office space in Harvard Square sold for $340 million.

Fast Company has won just about every award there is to win in the magazine world, from “Startup of the Year” to “Magazine of the Year” to three National Magazine Awards. In recognition of Fast Company’s impact on business, Bill was named “Champion of Workplace Learning and Performance” by the American Society for Training and Development. He has published numerous essays and CEO interviews in the Harvard Business Review, and his column “Under New Management” ran in the Sunday business section of The New York Times. He now writes a popular management blog for Harvard Business Review.

A graduate of Princeton University and the MIT Sloan School of Management.

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Jim Walsh
Senior Vice President, Global Enterprise Sales
Cisco
Sessions » Biography »

Jim Walsh’s Sessions

Senior Vice President, Global Enterprise Sales, Cisco

UNLOCKING VALUE BY LISTENING TO CUSTOMERS

The mandate for sales in the era of empowered customers is both clear and critical: reach and influence new buyers, serve their interests and help them succeed. Learn how Cisco gains deeper insight into what their customers really need and how they deploy new game-changing capabilities to transform sales into a success engine.

See the Full Agenda

Jim Walsh’s Bio

Senior Vice President, Global Enterprise Sales, Cisco

Jim Walsh is the Senior Vice President of the Global Enterprise Segment, where he is responsible for developing and executing the go-to-market strategy for nearly 550 of Cisco’s largest customers globally. Previously, Jim led sales for Cisco’s multi-billion dollar Security business, where he drove cross-functional partnering with organizations across Cisco to help accelerate security sales.

Walsh’s deep understanding of his clients’ business and Cisco’s technologies has been key to his success. He is well known for leading teams that consistently finish in the top 10 percent in both plan attainment and customer satisfaction.

Walsh has held several executive positions at Cisco, including Vice President and Chief of Staff for Cisco’s President of Development and Worldwide Sales, where he was responsible for executing Cisco’s strategic agenda. As Vice President of Financial Services for the Global Enterprise Theater, he also played a leading role in the growth of the financial markets business driving an innovative strategy that delivered tangible business outcomes for Cisco’s largest and most strategic global financial services clients. Prior to this role, Walsh was the Client Director for Bank of America.

Before joining Cisco in 1996, Walsh held various field operations and sales positions at NYNEX.

Walsh has a Bachelor of Science degree in finance from Villanova and an MBA degree from Fordham University.


Lee Brown
Chief Revenue Officer
BuzzFeed
Sessions » Biography »

Lee Brown’s Sessions

Chief Revenue Officer, BuzzFeed

FOCUS SESSION 4: THE EXPLOSIVE IMPACT OF DIGITAL SALES

Digital sales is transforming all industries, and BuzzFeed is one of the hottest internet companies focused on digital media and technology. Hear two key executive perspectives on how to get the most out of digital sales assets.

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Lee Brown’s Bio

Chief Revenue Officer, BuzzFeed

Lee Brown is chief revenue officer of BuzzFeed where he leads all U.S. advertising revenue, client services and advertising operations.

Lee came to BuzzFeed from Tumblr and Groupon where he built their national sales organizations from scratch and secured a number of key accounts.

Before that, Brown spent 10 years at Yahoo, beginning as a senior account executive and advancing to vice president of East Coast sales. His regional sales team generated close to half of Yahoo’s North America media revenue from customers in every industry vertical and across search, video, mobile and social advertising.

Mr. Brown currently serves on the board of the Ad Council and is an occasional guest lecturer at the McDonough School of Business at Georgetown University.


Christine Grogan
Vice President of Marketing, Americas
Acelity
Sessions » Biography »

Christine Grogan’s Sessions

Vice President of Marketing, Americas – Acelity

Sales and Service Fusion

Discover how sales works with service to fuse high impact messages with post-implementation customer care to create customer success and loyalty.

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Christine Grogan’s Bio

Vice President of Marketing, Americas – Acelity

Christine Grogan has over 25 years of healthcare experience with positions in professional and consumer marketing, sales, sales training and sales management. This experience spans across top corporations including Allergan, Pfizer, Parke Davis, Eli Lilly and Acelity (KCI) – where she is currently Vice President of Marketing for Americas.

Christine also consulted 5 years around marketing brands related to Pharma, Specialty Pharma (special interest in PAH), Plastic Surgery (Breast Reconstruction and Liposuction) and various Medical Device areas. 4 Elements Strategy and GroMarketShare, her two companies, contributed portions of their profits back to the charities that they supported.

Grogan has held leadership roles in professional and consumer (DTC/DTP) marketing for over 20 products including V.A.C. Prevena. Promogran Prisma, Botox, Breast Implants, as well as Urology and Neurology products including Sanctura, Neurontin, Rebif, and Celexa. She played a critical role in the successful launches of Natrelle for Breast Implants, Neurontin for Postherpetic Neuralgia and in the co-marketing launch of Rebif for Multiple Sclerosis with Serono. (Some others include: Inspra, Prozac, Accupril, Lipitor, Sanctura.)

Christine is Co-Founder BRAVEcoaltion.org, Board member African Child Foundation, Former Board Member Pink Ribbon Story Foundation, Former Co-President of Beta Foster Care Orange County, Former Board Member of RJW Foundation and Past Board Member of Flying Doctors/AMREF. She holds a B.S. in Neuroscience from the University of Florida, Master in Business Administration and Masters in Hospital Administration from Nova University, and completed her Executive Healthcare Leadership Masters at Brown University in May 2016.


Kim Moller
Vice President, U.S. National Sales
Acelity
Sessions » Biography »

Kim Moller’s Sessions

Vice President, U.S. National Sales – Acelity

Sales and Service Fusion

Discover how sales works with service to fuse high impact messages with post-implementation customer care to create customer success and loyalty.

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Kim Moller’s Bio

Vice President, U.S. National Sales – Acelity

Kim Moller has held a number of positions in the medical field throughout her career. She began with Acelity nearly 20 years ago as a part time clinical consultant and proceeded to become District Sales Manager, Strategic Director of Managed Care, Region Vice President, Area Vice President and now she serves as Vice President of U.S. National Sales.

Moller currently oversees the 700+ personnel sales division, including outside and inside sales for the U.S., as well as the Sales Training department.

Acelity products are focused on advanced wound care, including negative pressure wound therapy. By working alongside some of the world’s most prominent academics and clinicians, the company gains direct access to patients. This gives Acelity valuable insights into their needs. Patients in 90 countries are served, including many where advanced products are only recently becoming available.

Aside from her leadership roles within sales, Kim is also a certified nurse and served as one for 7 years. She holds a bachelor’s degree in Nursing and also received her Master of Business Administration (M.B.A.) from Colorado Christian University.


Sal Patalano
Chief Revenue Officer
Lenovo Software
Sessions » Biography »

Sal Patalano’s Sessions

Chief Revenue Officer, Lenovo Software

FOCUS SESSION 2: CHALLENGE MARKETING AND SALES TO MAKE 1 + 1 = 3

No more silos. Hear how Lenovo Software created a sales and marketing ecosystem that encourages out-of-the-box thinking and over-the-top results.

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Sal Patalano’s Bio

Chief Revenue Officer, Lenovo Software

Sal began his career as an associate director at the University of Miami where he co-founded the Microcomputer Institute in the School of Continuing Studies. As a serial entrepreneur he founded his first IT company, which focused on developing and publishing software for Apple’s revolutionary Macintosh personal computer in 1983. After selling that company in 1988, he spent time as a consultant within the software distribution industry. Starting in 1990 Sal co-founded the first of several IT companies focused exclusively on the resale and integration of IBM software. As one of IBM’s first software channel partners in the early 90s, Patalano’s company delivered mainframe- and AS400-based solutions across multiple market segments and industries. Coinciding with IBM’s formation of Software Group in the mid-1990s, he went on to build, lead and sell a succession of successful system integration businesses prior to joining IBM as a professional hire in 2007. As a worldwide vice president, he held sales, channel, operational and transformational roles. In 2014 he moved into a channel leadership role for CA Technologies as vice president global marketing, where he was responsible for all channel and business partner-marketing activities. In his current role as chief revenue officer for Lenovo Software he is responsible for global sales and marketing, and is chartered with building a high margin software and solution business within Lenovo.


Susan Uthayakumar
Vice President, National Sales – U.S. & Canada
Schneider Electric
Sessions » Biography »

Susan Uthayakumar’s Sessions

Vice President, National Sales – U.S. & Canada, Schneider Electric

FOCUS SESSION 1: PUT RESOURCES AND DECISION MAKING CLOSER TO THE CUSTOMER

Hear how Schneider Electric pushed resources out of HQ and into the regions to create a more agile sales organization…better able to serve the needs of different customers in multiple revenue segments.

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Susan Uthayakumar’s Bio

Vice President, National Sales – U.S. & Canada, Schneider Electric

Susan has been with Schneider Electric for the past 12 years working in both the U.S. and Canada. She has worked in a variety of roles including leading Corporate Development for North America; Finance leadership roles both in US and Canada; leading the largest Business Unit in Canada and currently leads the National Sales Team in Canada. In her role as the Vice President of Sales, Susan is responsible for delivering growth in multiple segments, building a world class sales organization and evaluating sales efficiency to facilitate better resource allocation and market coverage.

In her tenure with Schneider, Susan has been a key player in the transformation of the company from a product manufacturer to a specialist in energy management and efficient technologies. Prior to this, Susan led Strategy and Mergers & Acquisition projects globally with McCain Foods Limited, an international leader in the frozen food industry employing over 20,000 people and operating 57 production facilities in six continents with annual sales of $6 billion. Susan has also held positions of increased responsibilities with Deloitte, a global advisory firm. Susan holds Board positions with Canadian Manufacturers and Exporters, Electrical Federation of Canada, and the International Standards Board.

Susan has an Executive MBA from the Kellogg School of Management at Northwestern University with a focus on international business practices. In addition, she holds a Master of Accounting (MAcc) and a Bachelor of Arts degree from the University of Waterloo. Susan has also completed the Women’s Senior Leadership Program and Executive Scholar Certification from the Kellogg School of Management, as well as the Chartered Accountant (CA) and Certified Public Accountant (CPA) designations.

Susan’s interests include traveling and experiencing the diversity offered by different cultures, theatre and reading.


Dan Walsh
Vice President, Sales & Business Strategy
BuzzFeed
Sessions » Biography »

Dan Walsh’s Sessions

Vice President, Sales & Business Strategy, BuzzFeed

FOCUS SESSION 4: THE EXPLOSIVE IMPACT OF DIGITAL SALES

Digital sales is transforming all industries, and BuzzFeed is one of the hottest internet companies focused on digital media and technology. Hear two key executive perspectives on how to get the most out of digital sales assets.

See the Full Agenda

Dan Walsh’s Bio

Vice President, Sales & Business Strategy, BuzzFeed

Dan Walsh is the vice president of sales & business strategy at BuzzFeed, where he oversees the general management of the revenue, sales strategy and operations teams. Under his leadership, BuzzFeed has achieved triple digit year over year revenue growth and created co-sale agreements with leading media partners like NBCU, Snapchat and Twitter. Prior to joining BuzzFeed, Walsh was the senior manager of sales strategy and operations at Tumblr, where he formalized and aligned all sales cycle processes, account management and ad operations, while working closely with creatives on strategy and content creation. Dan also held previous roles at Yahoo and Ernst & Young.


Judy Buchholz
General Manager, Strategy & Solutions, IBM Global Markets
IBM Global Markets
Sessions » Biography »

Judy Buchholz’s Sessions

General Manager, Strategy & Solutions

EXECUTIVE ROUNDTABLE 3: BUILDING NEXT-GENERATION TALENT EQUIPPED FOR THE MODERN CUSTOMER

Examine how companies build robust capability to deliver value through sales amidst tectonic change in technology, competition and customer expectations.

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Judy Buchholz’s Bio

General Manager, Strategy & Solutions

Judy Buchholz is General Manager, Strategy & Solutions, for IBM’s Global Markets since January 2017. She brings her passion for business transformation, strategic planning and building client success. She leads a global team of over 1,000 industry and presales architects in IBM’s transformation towards becoming a Cognitive Solutions and Cloud Platform Company.

In over 25 years with IBM, Judy has held numerous leadership roles. Most recently, she was General Manager of IBM Digital Sales where she led 4,000 sellers in 99 countries, and  was responsible for 44 Digital Sales Centers throughout the world. The Digital Sales force excelled in social selling skills and technologies used for broadening reach to new clients and new buyers. Additionally, Judy was previously Vice President for the Prudential account, responsible for the overall global client relationship with Prudential Financial on behalf of IBM. In this role, Judy partnered with Prudential on their Business Analytics and Digital Transformational projects, aiming to change their client experience and provided an Intelligent Solver to drive targeted business outcomes.

When Judy was Vice President of Inside Sales in North America, she was responsible for over $6B. Organizational responsibilities spanned Marketing, Lead Development, Hardware, Software and Services Sales for specific client or offering segments while managing an organization of 1,300 employees in three major sales centers.

In other roles, Judy has also been responsible for the development and go to market of key IBM growth solution areas: Cloud, Business Analytics, Deep Computing and the integration of these solutions with Software and Services as Global Vice President Server and Technology.

She has also led the client relationship teams that were responsible for driving $1B of server/ storage, software and services revenue business. She grew that business over 200% in her 5 years in that role while maintaining high customer satisfaction. She repositioned the team in driving industry solutions and strategic partnerships.

Judy sits on the Executive Advisory Board for the American Association of Inside Sellers, Women of Power & Passion, and Women’s Bond Club. She holds a Bachelor of Arts in Computer Science and a MBA in Finance.


Karla Burda
U.S. Customer Contact, Service & Solutions Leader
Merck
Sessions » Biography »

Karla Burda’s Sessions

U.S. Customer Contact, Service & Solutions Leader, Merck

EXECUTIVE ROUNDTABLE 1: DELIVERING CUSTOMER SUCCESS

Explore the emergence of the service function as a full-fledged partner with marketing and sales.

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Karla Burda’s Bio

U.S. Customer Contact, Service & Solutions Leader, Merck

Karla Burda re-joined Merck in 2017 within the U.S. Customer Contact Center Services and Solutions organization which is designed to drive, manage and implement remote two-way sales and service customer engagements. She spent the three years prior to that at Dun & Bradstreet leading the North America Customer Success organization.

Burda’s background spans over 25 years in the pharmaceutical industry, having begun her career at Merck. She has experience throughout the customer relationship cycle; having held roles in Research, Marketing, Sales and Service. She has had the opportunity to build and lead Sales and Post-Sales teams in over 20 countries throughout her career.

Karla holds an MBA from DeSales University in addition to her undergraduate study in Biology and Nuclear Medicine.


Jeff Cristee
Vice President, Worldwide Sales Training
Cisco
Sessions » Biography »

Jeff Cristee’s Sessions

Vice President, Worldwide Sales Training, Cisco

EXECUTIVE ROUNDTABLE 3: BUILDING NEXT-GENERATION TALENT EQUIPPED FOR THE MODERN CUSTOMER

Examine how companies build robust capability to deliver value through sales amidst tectonic change in technology, competition and customer expectations.

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Jeff Cristee’s Bio

Vice President, Worldwide Sales Training, Cisco

As Vice President of Cisco’s Sales Training and Development, Jeff leads the organization that is exclusively dedicated to helping Cisco and partner sellers stay on top of the skills and knowledge they need to address customers’ increasingly complex business challenges.

In his role, Jeff directs teams to deliver essential training to onboard sellers new to Cisco, ongoing training to prepare sellers with the knowledge they need to successfully take the Cisco portfolio to market, and next-generation selling skills training.

Prior to this role, Jeff was an Area Sales Vice President for the US Commercial Central Organization. This is a thirteen state geography in the Midwestern United States with a Cisco revenue target of over $1.5 Billion.

Jeff joined Cisco as part of their acquisition of Stratacom in 1996, and has been leading teams across the US in Public, Fortune 500 and Commercial Business sectors. While at Stratacom, he was responsible for recruiting and sales force development, initially in the Asia Pacific region.

Very active in economic development at the state and regional levels, Jeff is the founder and chairman of the Tailwind Group, a program which identified and assisted high potential start-up companies and facilitated their rapid growth. He is also past Chairman of the Technical Advisory Boards of Marian College and The Orchard School. Jeff graduated from Indiana University with a BS in Finance in 1985.


Bobbi Dangerfield
Senior Vice President, Global Business Operations
Dell
Sessions » Biography »

Bobbi Dangerfield’s Sessions

Senior Vice President, Global Business Operations, Dell

EXECUTIVE ROUNDTABLE 2: BUILDING A FUTURE CUSTOMER-FOCUSED BUSINESS OPS ORGANIZATION

Learn about Dell’s journey to a customer-focused business operations organization of the future and how predictive analytics and insights make it easier for Dell to do business.

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Bobbi Dangerfield’s Bio

Senior Vice President, Global Business Operations, Dell

Bobbi Dangerfield leads Global Business Operations. Her role is about making Dell the easiest company to do business with in the world for customers, partners and team members. Bobbi oversees a cross-functional organization focused on end-to-end sales enablement, order management, customer order support & business intelligence.

Bobbi also led the IT Integration office as part of the Dell and EMC Integration team, responsible for ensuring the IT backbone of the two organizations came together seamlessly as the companies’ combined to become the biggest end-to-end technology solutions provider.

Bobbi serves as North America co-chair of the Dell Women in Action employee resource group, which focuses on enabling women to grow and thrive through networking, leadership and expertise. She previously initiated chapters in Malaysia and El Salvador. Additionally, Bobbi is a member of the Dell Global Diversity Council, helping drive diversity initiatives throughout the company in partnership with Council Chair Michael Dell.

Bobbi joined Dell in August 1999 and has held executive positons in IT, Consumer Customer Care Call Center Operations, Customer Experience and Centricity. She was the GM, Dell El Salvador and Managing Director, Dell Global Business Center in Cyberjaya, Malaysia.

She has more than 30 years of experience in Information Technology, Customer Service and Customer Relationship Management (CRM). Prior to joining Dell, Bobbi held positions at Burlington Northern Santa Fe Railway and IBM. She received her BBA in Business Computer Information Systems from Dallas Baptist University and her MBA from Southern Methodist University.

Bobbi also serves as North America co-chair of the Dell’s Women’s employee resource group and also co-chairs Dell’s North America Giving Council. She serves on the board of directors for Dress for Success Austin, the Texas Conference for Women, and the Susan G. Komen Austin Affiliate.


Sean Giancola
Chief Revenue Officer
New York Post
Sessions » Biography »

Sean Giancola’s Sessions

Chief Revenue Officer, New York Post

The Emerging Revenue Leader

Discover how sales leaders productively interact with their colleagues in the C-suite to build a sustainable revenue growth engine.

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Sean Giancola’s Bio

Chief Revenue Officer, New York Post

As Chief Revenue Officer, Sean leads the NY POST’s commercial business units, all operations (print, digital, revenue management, national sales, corporate development, marketing and pricing) cross/internal–divisional platforms, and partnerships. He oversees the company (and its affiliated divisions) revenue producing units, digital operations, finance, business development, as well as leading the company’s National advertising sales, marketing, strategy and new market expansion.

Giancola is a publishing and digital leader with 20+ years of integrated media and sales management experience across multiple categories and territories. He built successful sales teams, marketing organizations and business units focusing on delivering Fortune 1000 solution-based, cross-platform advertising programs for top clients.

Prior to joining the NY Post, Sean led multiple teams responsible for AOL’s sales efforts in key markets including NY, Boston, Washington DC, Chicago, Dallas, and Atlanta. These teams spanned across AOL’s portfolio of Content marketing, Native solutions, Mobile, Social, Technology/Programmatic and Video products. During his tenure, Giancola built sub-category specific strategies teaming with cross-functional groups in sales, product, business development, marketing and research. His teams successfully leveraged all AOL assets including owned and operated sites, programmatic technologies and platforms, mobile, video, production, and native formats.

Giancola received his BS in Marketing from the Whitman School of Management at Syracuse University.


Kunal Mehta
VP, WW Sales Strategy, Operations & Enablement
Infoblox
Sessions » Biography »

Kunal Mehta’s Sessions

VP, WW Sales Strategy, Operations & Enablement, Infoblox

Building Next-Generation Talent Equipped for the Modern Customer

Examine how companies build robust capability to deliver value through sales amidst tectonic change in technology, competition and customer expectations.

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Kunal Mehta’s Bio

VP, WW Sales Strategy, Operations & Enablement, Infoblox

Kunal Mehta has over 15 years’ experience building and scaling global sales operations and field enablement programs for several of the biggest names in the technology space. Currently, Kunal is the VP, WW Sales & Operations at IT automation and security company Infoblox. In this role, he developed the corporate sales strategy that led to a more efficient sales process and faster speed-to-market, significantly higher customer satisfaction scores, and exceptionally high renewal rates. Kunal was originally recruited to Infoblox as the Senior Director, Global Enablement & Education, where he developed the shared services model to streamline education and enablement goals, and optimize infrastructure, curriculum, content development, and operations.

Previously, as Director, Global Sales Enablement for VMware End-User Computing, Kunal implemented the business unit’s enablement platform from the ground up to a model program that was replicated across other VMware businesses. Earlier, as Director, Global Enablement for data integrity software company Informatica, Kunal turned around an inefficient sales accreditation process and developed scalable enablement programs and tools to address skills gaps and eliminate sales tool redundancies.

Kunal began his management career at Hewlett-Packard, where he progressed through a series of solutions, marketing, and enablement roles with increasing responsibility. He created the first effective enablement model to support programs delivered to sales, presales, and partners and transformed the training content to focus on consultative sales over product functionality.

Kunal earned his MBA in Management of Information Systems and his BA in Economics from The George Washington University in Washington, DC and his Masters in Health Sciences from Johns Hopkins University.


Sue Shimoyama
Vice President, Global Sales & Marketing Operations
Rockwell Automation
Sessions » Biography »

Sue Shimoyama’s Sessions

Vice President, Global Sales & Marketing Operations, Rockwell Automation

EXECUTIVE ROUNDTABLE 4: SALES OPERATIONS TRANSFORMS MARKET SEGMENTS TO REVENUE SEGMENTS

Explore how sales operations builds the skills to find, size and target growth opportunity in underserved markets and customers.

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Sue Shimoyama’s Bio

Vice President, Global Sales & Marketing Operations, Rockwell Automation

In her current role, Sue Shimoyama is responsible for maximizing sales force performance to support the company’s growth and performance strategy through improved efficiency and effectiveness. Her organization is focused on disciplined sales processes, sales force effectiveness, accelerating process transformation, and business readiness for enterprise systems, global customer information, and business intelligence for Rockwell Automation and its partners.

Sue also is the global process owner (GPO) for the Market to Quote (M2Q) end-to-end processes. As GPO she leads a high quality global deployment of the Market to Quote processes (including marketing, sales, quotation, proposal, pricing, sales incentive compensation, and planning processes). The M2Q process excellence team is responsible for the ongoing health, performance and continuous improvement of those processes.

Shimoyama has served in progressive roles in technical solution sales, commercial marketing, product marketing, industry initiatives, market development, and market access/channel operations. She is active on the company’s diversity and inclusion leadership team, and the employee engagement council.

Sue has received awards and recognition from Milwaukee Business Journal Women of Influence, Manufacturing Institute – STEP award, Rockwell Automation Professional Women Outstanding Mentor, and Distinguished Alumni for University of Illinois. She holds a bachelor’s degree in Mechanical Engineering from the University of Illinois.


Greg Archibald
EVP, Americas
Criteo
Sessions » Biography »

Greg Archibald’s Sessions

EVP, Americas, Criteo

Hallmarks of Today’s High Performance Sales Organizations

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

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Greg Archibald’s Bio

EVP, Americas, Criteo

With over 20 years of experience in omni-channel, digital and mobile platform development, Greg Archibald serves as Executive Vice President, Americas at Criteo. Archibald oversees the Americas sales team responsible for all revenue operations inclusive of strategic planning, budgeting and national sales execution.

Archibald joined Criteo after serving as Chief Revenue Officer for NinthDecimal, where he was instrumental in transforming the Wi-Fi ad network into a true mobile location data player. Before joining NinthDecimal, Archibald held senior level strategic revenue positions at Datalogix, Yahoo and Intuit. Prior to his career in business, he served for nine years as a pilot in the U.S. Navy. He also volunteers with the Navy SEAL Foundation, an organization that provides assistance to active duty personnel, their spouses and children, as well as to families who have lost a loved one in training or combat.

Criteo (NASDAQ: CRTO), the leader in commerce marketing, is building the highest performing and open commerce marketing ecosystem to drive profits and sales for retailers and brands. 2,700 Criteo team members partner with 16,000 customers and thousands of publishers across the globe to deliver performance at scale by connecting shoppers to the things they need and love. Designed for commerce, Criteo Commerce Marketing Ecosystem sees over $550 billion in annual commerce sales data. For more information, please visit www.criteo.com.


Mabel Casey
Vice President, Global Marketing & Sales Support
Haworth
Sessions » Biography »

Mabel Casey’s Sessions

Vice President, Global Marketing & Sales Support, Haworth

Reaching New Buyers

New buyers are emerging across industries. How do sales organizations identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver on the Go-To-Customer Mandate.

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Mabel Casey’s Bio

Vice President, Global Marketing & Sales Support, Haworth

Mabel Casey, who has more than 20 years of executive-level experience in contract furniture sales and marketing, is Haworth, Inc.’s Vice President of Global Marketing and Sales Support. In this role, she is focused on driving Haworth toward being a more market and customer-focused organization, through the brand experience and message clarity. Mabel and team have dramatically changed the image at Haworth in the marketplace.

Since joining the company in 2006, Mabel has led many areas of the organization, including advanced development, industrial design, product line management and all areas of marketing and facilities.

Before joining Haworth, Mabel was employed at Herman Miller, where she spent more than a decade in a number of managerial and executive functions, including Vice President of Experiential Marketing, with responsibility for designing and delivering an exemplary customer experience across markets and locations. She has also held many positions in the medical device industries.

Mabel is the co-author of Change Your Space, Change Your Culture, a book that makes the connection between engaging workspaces and organizational transformation and growth.

Mabel is a graduate of Central Michigan University, London School of Business and holds an Executive Scholars Certificate in Marketing and Sales from Northwestern’s, Kellogg School of Business.

Currently, she serves on the boards of the NewNorth Center for Innovation and Holland Community Hospital.


Juli Clark
SVP, Global Renewals & Customer Retention
Veritas
Sessions » Biography »

Juli Clark’s Sessions

SVP, Global Renewals & Customer Retention, Veritas

The Front Line Sales Manager as Field General: Turning Strategy Into Action

Alexander Group and Columbia Business School will offer insights from research on the changing role of the front line sales manager, increasingly critical in a customer-centric world. Learn about the tools and actions that will help FLSMs lead the transformation from selling things to delivering value.

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Juli Clark’s Bio

SVP, Global Renewals & Customer Retention, Veritas

Juli Clark is Senior Vice President of Global Renewals and Customer Retention within Veritas’ Worldwide Field Organization. She leads the company’s operations initiatives in this region, enabling solutions and driving a Strategy and execution plan to Protect Grow and Defend the Annuity stream which will represent over $1B in bookings for FY17 with 8% year over year growth. Juli leads a team of 300 employees with a goal to provide high-quality, consistent service to make it easier for customers, partners and sales teams to do business with Veritas.

Previously at Cisco, Juli was the Vice President of Sales Operations for North and South America and the Global Enterprise Theatre. She led the company’s operations initiatives in this region, enabling service support and opportunities to optimize deal readiness and sales productivity. She led a global team of 500 employees. Juli and her team focused on creating a “One Cisco” experience for customers and partners, making sales operations a competitive differentiator for Cisco. For the Worldwide Field Process and Technical Operations (WWOps) organization, she ensured operational excellence by implementing business policies, processes, metrics and communications. She also served as Senior Director of Business Operations for Cisco Engineering and Development Organization (CDO) – Global Operations team, leading the CDO communication and collaboration platform group and its cross-functional Business Effectiveness initiative, which delivered $22M in savings for CDO during that year. Juli has also launched and participated in global councils within Cisco to drive key initiatives and provide strategic support for top corporate priorities.

Prior to joining Cisco in 2006, Juli served as Vice President of Sales Operations at LexisNexis, where she implemented processes, metrics and tools for the global sales organization. She has also advised high-profile consulting enterprises such as the Alexander Group and the Corporate Executive Board on creation and deployment of strategic, company-wide operational programs.


Ney Corsino
SVP - Americas
Barco
Sessions » Biography »

Ney Corsino’s Sessions

SVP - Americas, Barco

Designing the Right Global Go-To-Customer Model

As companies grow and expand internationally, revenue leaders must make difficult choices to balance how much to adapt the go-to-customer model to local market dynamics while driving a globally consistent approach. Learn about trends and best practices to design and execute an effective global go-to-customer model.

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Ney Corsino’s Bio

SVP - Americas, Barco

Ney Corsino is the Regional President of The Americas. Prior to this, he managed the International Sales and Sales Operations of Barco NV.

Before joining Barco BV, he held several management positions at Philips, through various industry segments, in foreign assignments around the globe.

Mr. Corsino holds a University degree in Electronic Engineering with post-graduate studies in Economics. He further extended his executive education at Insead and Kellogg School of Management.


Jon Dartt
Vice President of Sales
Delta Faucet
Sessions » Biography »

Jon Dartt’s Sessions

Vice President of Sales, Delta Faucet

Harnessing the Digital Sales Phenomenon

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

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Jon Dartt’s Bio

Vice President of Sales, Delta Faucet

With 29 years of experience in the kitchen and bath industry, including more than 20 years at Delta Faucet Company, Jon Dartt brings extensive knowledge to his role as vice president of sales. His responsibilities include growing domestic and international topline sales for the company. In his role as leader of the sales team, Jon cultivates relationships and fosters development with trade and retail sales agencies, develops strategy for key segments, oversees national accounts, and manages and develops Delta Faucet Company’s sales team.

Previously the vice president of trade sales, as well as a sales manager for the Company, Jon’s broad knowledge of the plumbing industry and years of relationship building in sales have led him to serve on several industry advisory committees, assisting wholesalers, plumbers, builders, and kitchen and bath dealers to help drive their strategies forward. Currently, he serves on the board of directors for HomeAid, a non-profit provider of housing for the homeless.

Jon has his bachelor’s degree in business administration from the University of Wisconsin-Green Bay, and is a graduate of the Masco Executive Leadership Development Program.


Grant Davis
Vice President of Sales
Andersen
Sessions » Biography »

Grant Davis’s Sessions

Vice President of Sales, Andersen Corporation

THE FRONT LINE SALES MANAGER AS FIELD GENERAL: TURNING STRATEGY INTO ACTION

Alexander Group and Columbia Business School will offer insights from research on the changing role of the front line sales manager, increasingly critical in a customer-centric world. Learn about the tools and actions that will help FLSMs lead the transformation from selling things to delivering value.

See the Full Agenda

Grant Davis’s Bio

Vice President of Sales, Andersen Corporation

Grant Davis moved into his current role as vice president of sales at Andersen Corporation in 2017. For 10 years prior, he served as general manager and then as vice president for CORO (Andersen Renewal’s company owned retail operations). While in this role, Davis led impressive business growth of more than 300%.

Grant began his tenure at the firm in sales and marketing management roles—during which business doubled in size.

Prior to Andersen, Davis spent three years as a marketing/sales consultant in the building products industry at M Force, Inc. – a Business Performance and Technical Services corporation that helps companies analyze, understand, organize and transform information into competitive business advantage.

Grant began his career with Kohler in a sales and channel marketing positions for the trade and retail industries.

Davis received an MBA from the Kellogg School of Management at Northwestern University and an MS in Business from Stetson University.


Bart Fanelli
Vice President, Global Field Success
Splunk
Sessions » Biography »

Bart Fanelli’s Sessions

Vice President, Global Field Success, Splunk

To be announced

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Bart Fanelli’s Bio

Vice President, Global Field Success, Splunk

Bart joined Splunk in December of 2010 at $60 million in revenue as the Director of Global Field Enablement. In his role he built a global team focused on field and partner sales and technical enablement. He quickly moved into the role of Senior Director of Global Field Operations and has been the VP of Global Field Success for the past two years, helping Splunk achieve $950 million in revenue at the end of its most recent fiscal year. In this role, Bart has built multiple teams including global sales best practices, global field sales messaging, global enablement, global value consulting, global market sales specialization, and global program management. Additionally, Bart is a Technology Services Industry Association (TSIA) Expand Selling Advisory Board Member.

Bart’s technology career has been focused on providing exceptional and predictable sales performance through strong processes and best practices, both domestically and internationally, while coaching and developing others. Bart is known for building high-performance, global teams that have been recognized for their success with the following awards: Bronze Medal for Best in Sales Onboarding from the Brandon Hall Group, Qvidian Sales Playbooks Revolutionary Award, The ATD Global Excellence In Practice award, Splunk Field OnBoarding, TSIA STAR Award for Expand Selling, and BMC Board of Directors Operational Efficiency Award “Honorable Mention” Global Field OnBoarding. Among his significant previous positions, Bart served as Director of Global Leadership Enablement, Regional Sales Manager, Best Practices Manager, and Senior Account Manager for BMC Software, a global leader in software solutions.


Joe Gallo
Enterprise Sales & Marketing
W.L. Gore & Associates
Sessions » Biography »

Joe Gallo’s Sessions

Enteprise Sales & Marketing, W.L. Gore & Associates

Hallmarks of Today’s High Performance Sales Organizations

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

See the Full Agenda

Joe Gallo’s Bio

Enteprise Sales & Marketing, W.L. Gore & Associates

Joe Gallo is currently a member of the Enteprise Sales & Marketing Team at W.L. Gore & Associates, Inc. This team is responsible for evolving strategy, capabilities, and initiatives to deliver profitable revenue growth and enhance the customer experience. In this commitment, Joe has focused his efforts on sales effectiveness and sales functional excellence initiatives and projects.

Since joining Gore in 1984 as a Field Sales Associate, Joe has had the opportunity to work in various Sales and Sales Leadership commitments, mostly in Gore’s Electronic Products Division (EPD). In addition, Joe also served on EPD’s Divisional Leadership Team.

During his tenure at Gore, Joe has been extremely passionate in interfacing with and influencing strategic customers, leading and coaching Associates, and leading teams through change / transition.

Joe has an Economics degree from Swarthmore College and a MS in Management from the University of Massachusetts – Amherst.


John Jordan
Dir., Digital Revenue Development
McClatchy
Sessions » Biography »

John Jordan’s Sessions

Dir., Digital Revenue Development, McClatchy

Harnessing the Digital Sales Phenomenon

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

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John Jordan’s Bio

Dir., Digital Revenue Development, McClatchy

Bio forthcoming


Kelly Kay
Global Managing Partner, Software Practice
Heidrick & Struggles
Sessions » Biography »

Kelly Kay’s Sessions

Global Managing Partner, Software Practice, Heidrick & Struggles

Designing the Right Global Go-To-Customer Model

As companies grow and expand internationally, revenue leaders must make difficult choices to balance how much to adapt the go-to-customer model to local market dynamics while driving a globally consistent approach. Learn about trends and best practices to design and execute an effective global go-to-customer model.

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Kelly Kay’s Bio

Global Managing Partner, Software Practice, Heidrick & Struggles

Kelly O. Kay is the global managing partner of the Software Practice at Heidrick & Struggles based in the San Francisco office. He conducts searches on a worldwide basis for a wide range of technology companies, focusing on Board, CEO and Sales Officers. Kelly also leads the firm’s Sales Officer Practice for technology companies on the West coast, and has global account responsibility for many multinational technology companies. He has extensive experience with both venture backed as well as private equity backed growth and transformation situations.

Prior to joining Heidrick & Struggles, Kelly was a managing partner with a leading boutique retained executive search firm in Silicon Valley where he conducted board, CEO and senior-level searches for some of the leading companies in the technology sector dealing with growth, innovation, restructuring and global expansion. Prior to executive search, Kelly was a partner at the Center for Corporate Innovation (CCI), a nationwide CEO and CFO development, strategy and networking organization sponsored by McKinsey & Co.

Previously, Kelly served six years as chief marketing officer and co-founder of a nationwide management consulting firm, and earlier as general manager and vice president for a large public manufacturing company. Kelly also held various management roles at Gemini Management Consulting, and spent six years in sales with IBM Corporation.

Kelly’s focus and expertise is in the technology sector which includes SaaS, cloud, application and infrastructure software, on-premise software, storage and security solutions, managed services, internet content and services, digital media/new media, social media, mobile devices, open source software, virtualization software, IoT, unified communications, as well as wireless software and services.

Actively serves on the Advisory Boards of BioLucid and Obeo Health and formerly on the Advisory Boards of Bunchball and Symphony (formerly known as Perzo) and has been interviewed numerous times for major publications such as Financial Times, The Wall Street Journal and Dow Jones, and has been quoted often as well as been an industry conference speaker at numerous events and invited to share industry best practices for global talent acquisition teams and sales organizations. Kelly is a sought after speaker and most recently authored the widely popular article “Leave Smart Land Well,” which explores best practices as well as a framework for managing the resignation process from an employee perspective.

Kelly received a bachelors degree in marketing from the University of San Francisco and a MBA from the Marshall School of Business at the University of Southern California.


Sophia Kim
Senior Vice President, Sales Enablement & Operations
Change Healthcare
Sessions » Biography »

Sophia Kim’s Sessions

Senior Vice President, Sales Enablement & Operations, Change Healthcare

Leveraging Sales Enablement in the Go-To-Customer Era

This panel will examine actions companies take to build out a high-impact sales enablement capability. The discussion will emphasize the objectives, strategies, challenges, and outcomes of sales enablement and how they relate to sales operations.

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Sophia Kim’s Bio

Senior Vice President, Sales Enablement & Operations, Change Healthcare

Sophia G. Kim is the Senior Vice-President of Sales Enablement at Change Healthcare, a privately held company providing one of the single largest financial and administrative healthcare networks in the United States. , reaching approximately 750,000 physicians, 105,000 dentists, 60,000 pharmacies, 5,000 hospitals, 600 vendors, 450 laboratories and 1,200 government and commercial payers. We have developed this network of payers and providers over 30 years in the industry, connecting virtually all private and government payers, claim-submitting providers and pharmacies in a hybrid cloud-based, user-centric and secure infrastructure environment.to health insurance plans and medical groups throughout the United States and territories.

Ms. Kim and her team are responsible for sales analytics and reporting, sales performance management and maintenance of all sales systems and tools. Through her team, the Change Healthcare sales teams find insight and understanding of lead to close times, average deal sizes and close ratios as well as operational efficiencies in the area of proposal management, RFP response and Salesforce.com CRM management and maintenance.

Her experience in the healthcare industry spans almost 20 years across Medicare, Medicaid and Commercial lines of business. Ms. Kim joined the Change Healthcare team via the acquisition of her legacy company, Altegra Health in August 2015. At that time, Ms. Kim was serving as the SVP of Strategic Sales and Sales Operations. Prior to her work with Altegra, Ms. Kim spent ten years consulting with Accenture and almost five years at Kaiser Permanente assisting the Kaiser Program Management team with the implementation of Medicare Part D.

Ms. Kim holds a Bachelor of Arts degree from Barnard College of Columbia University. When not working, Ms. Kim volunteers as the Cultural Ambassador for the Jung Im Lee Korean Cultural Dance Academy and Board member of the Korean American Youth Foundation.


Glen Lally
Global VP - Digital Transformation & Enablement
SAP
Sessions » Biography »

Glen Lally’s Sessions

Global VP, Digital Transformation & Enablement - SAP

Leveraging Sales Enablement in the Go-To-Customer Era

This panel will examine actions companies take to build out a high-impact sales enablement capability. The discussion will emphasize the objectives, strategies, challenges, and outcomes of sales enablement and how they relate to sales operations.

See the Full Agenda

Glen Lally’s Bio

Global VP, Digital Transformation & Enablement - SAP

Glen Lally is a passionate innovative leader who consistently enables large organizations to transform and excel in their business by focusing on performance analytics, transformational leadership, and business innovation. Glen is an expert in enablement (sales and technical), competency modeling, and performance consulting. He is currently the Global Vice President for Innovation, Enablement, and Learning at SAP. His main focus is delivering just-in-time enablement in a smart, scalable and personalized way for the organization.

Mr. Lally holds a Master of Computing Science (Strategic Management for IT) from the Dublin Institute of Technology. He has also studied Executive Leadership at the Stanford University Graduate School of Business and Sales Mastery at the Haas Business School, UC Berkeley. He has spent most of his career in the enablement/training discipline and has held the following roles: executive leadership (Vice President and Snr. Director), program manager, senior instructional designer, senior performance consultant and master instructor.

He is passionate about organizational transformation, and has spoken at major events and continuously advises organizations on enablement strategies.


Marta Martinez
Chief Revenue Officer
Intersection
Sessions » Biography »

Marta Martinez’s Sessions

Chief Revenue Officer, Intersection

Reaching New Buyers

New buyers are emerging across industries. How do sales organizations identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver on the Go-To-Customer Mandate.

See the Full Agenda

Marta Martinez’s Bio

Chief Revenue Officer, Intersection

In her current role, Marta Martinez drives revenue across Intersection as it scales its growing digital media portfolio (including LinkNYC, LinkUK and the MTA New York City Transit On the Go kiosks), to new solutions, products and markets globally.

Marta brings more than 15 years of leadership experience in digital advertising and media to her role. Prior to Intersection, Martinez enjoyed a long tenure at AOL in senior management roles including: Global Head of Video Sales, Senior Vice President of Advertising, and Head of Sales Strategy & Operations.

Previously, Marta served as an Advisor of Innovid where she led and managed sales strategy and operations functions for AOL Advertising including business operations and planning; design of innovative sales force effectiveness initiatives and the development and packaging of advertising solutions for clients. At HAVAS – one of the top three global agency holding companies – she managed Global Business Development as an Executive Vice President and as was Global Senior Vice President of Partnerships & Product Development at HAVAS Digital. She led management teams on identifying and implementing strategic partnerships, organic investments and acquisitions.

Martinez is an industry veteran and has a wealth of experience in the interactive advertising space and a recognized perspective on industry innovation.

She served as Chief Marketing Officer and as Senior Vice President of Operations & Business Development at MediaMath – where she focused on helping media and data partners activate and monetize their assets via its TerminalOne™ platform. This made them accessible to dozens of agencies that have adopted the platform to power media trading efforts.

She also previously served as an Associate Vice President at Marchfirst in their Media, Entertainment and Technology practice and a management consultant at Cluster Consulting. There she led numerous engagements in the media, publishing and telecom industries across Europe. Prior to this she was a Management Consultant at the firm in the U.S. and Cluster in Europe, where her observations and insights were sought by clients including The Walt Disney Company, AT&T, Universal Studios, Aprilia, Planeta Publishing and the city of Bilbao.

Martinez served as a Member of the Board of Advisors at Integral Ad Science, Inc. (also known as AdSafe Media Inc).

Marta earned her M.B.A. from Leonard N. Stern School of Business at New York University and Master in Science in Business Administration from ESADE in Barcelona.


Anshu Mehrotra
Group President, Fluids
Illinois Tool Works
Sessions » Biography »

Anshu Mehrotra’s Sessions

Group President - Fluids, Illinois Tool Works

DESIGNING THE RIGHT GLOBAL GO-TO-CUSTOMER MODEL

As companies grow and expand internationally, revenue leaders must make difficult choices to balance how much to adapt the go-to-customer model to local market dynamics while driving a globally consistent approach. Learn about trends and best practices to design and execute an effective global go-to-customer model.

See the Full Agenda

Anshu Mehrotra’s Bio

Group President - Fluids, Illinois Tool Works

Anshu Mehrotra is Group President for the Fluids platform at Illinois Tool Works, where he leads the full P&L of this global business within ITW’s Polymers and Fluids segment. As the business leader he is leading development of an outside-in driven, customer centric growth strategy and aligning the organization around its successful execution. He is also leading the delivery of business improvements in revenue, OI & market share while simultaneously investing in sustaining core competitive advantages of the business to maximize its long term profitable growth potential.

Prior to ITW, Anshu has held a number of general management and business leadership positions at Allegion, Ingersoll-Rand and Johnson Controls. He has led a number of organic & acquisition-based growth initiatives driving profitable growth across different industry segments & geographies over 4 continents. He has established & successfully managed all organic product line growth & commercial strategies including go to market strategy development, sales force management, product development, pricing, customer segmentation & targeting, marketing initiatives & promotions.

Prior to his general management roles, Anshu has spent a number of years in Management Consulting creating growth vision & strategies to help clients across multiple industries including industrials, healthcare, automotive, and financial services.

Anshu holds a BS in Electronics Engineering from Delhi University, an MS in Industrial Engineering from Northern Illinois University and an MBA from Northwestern University.


Yamini Rangan
Vice President, Business Strategy & Operations
Dropbox
Sessions » Biography »

Yamini Rangan’s Sessions

Vice President, Business Strategy & Operations, Dropbox

Hallmarks of Today’s High Performance Sales Organizations

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

See the Full Agenda

Yamini Rangan’s Bio

Vice President, Business Strategy & Operations, Dropbox

Yamini Rangan has worked in the Technology industry for 20+ years across strategy, sales management, product management, value management and planning. As VP, Business Strategy and Operations, she is currently responsible for Dropbox strategy, data science and advanced analytics and operations for Dropbox’s outbound and channel efforts globally. Specifically within Outbound and Channel, Yamini’s team is focused on Sales Enablement, Deal Desk, Renewals Desk and Territory Planning to ensure growth.

Prior to Dropbox, she was at Workday and served as Vice President of Sales Strategy and Operations. While at Workday, Yamini led the scaling of the global sales operations organization from nearly $400 million to over $1 billion in revenue over a span of 4+ years. In particular, she managed and led teams that were responsible for sales operations, subscription renewals, competitive intelligence, sales enablement, value management and demand generation. Previously, Yamini was General Manager of Cloud Strategy and Integration at Appirio, a leading provided in Cloud Services. She also spent many years in Value Management at SAP and served in the Office of CEO of SAP Americas, leading sales strategy and planning.


Mitzi Rettinger
Head of Digital Sales MilliporeSigma
Cerilliant
Sessions » Biography »

Mitzi Rettinger’s Sessions

Head of Digital Sales MilliporeSigma, Cerilliant

Harnessing the Digital Sales Phenomenon

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

See the Full Agenda

Mitzi Rettinger’s Bio

Head of Digital Sales MilliporeSigma, Cerilliant

Ms. Rettinger is responsible for the North American Applied office based sales team of MilliporeSigma as well as the management and oversight of Cerilliant’s sales and marketing functions.

Ms. Rettinger is actively involved in the industry as a guest lecturer and expert panelist and has been published in many industry publications. She has over 25 years of experience working with Certified Reference Materials used in pharmaceutical, clinical diagnostic, clinical/forensic toxicology, and natural products industries.

She is a member of American Association for Clinical Chemistry, American Association of Pharmaceutical Scientists, AOAC International, American Society for Mass Spectrometry, Society of Forensic Toxicologists and serves on the NSF International Joint Committee on Dietary Supplements. She was most recently elected as a member of the Executive Committee of the Technical Division of Reference Materials (TDRM) of the AOAC.


Marvin Spears
VP, Global Commercial Excellence
Wells Fargo
Sessions » Biography »

Marvin Spears’s Sessions

VP, Global Commercial Excellence, Wells Fargo

Leveraging Sales Enablement in the Go-To-Customer Era

This panel will examine actions companies take to build out a high-impact sales enablement capability. The discussion will emphasize the objectives, strategies, challenges, and outcomes of sales enablement and how they relate to sales operations.

See the Full Agenda

Marvin Spears’s Bio

VP, Global Commercial Excellence, Wells Fargo

Marvin Spears joined Wells Fargo in 2017 as CDF’s Global Commercial Excellence Leader. In this role, he works in direct partnership with the CDF global sales team as the leader of the Commercial Excellence team based in Chicago, London and Melbourne.

Spears is responsible for leading his team to drive growth, customer retention, and share-of-wallet expansion. He will advance results by leveraging the tenets of CDF’s Commercial Excellence model – including digital marketing, commercial productivity, business reporting, sales training, incentive compensation and deal flow – which is built upon the foundation of Salesforce.

Most recently, Marvin served as the Senior Director of Sales Force Enablement at Milwaukee’s Johnson Controls, where he led the development, deployment, and execution of sales strategies, programs, and processes across all businesses and over 14,000 sales team members.

Spears’ more than 25 years of commercial experience includes global senior roles in sales, marketing, and sales training and development for major corporations such as Kimberly Clark, Bayer, and Pfizer, Inc.

Marvin has an M.B.A. from the Johns Hopkins University Carey Business School, and a bachelor’s degree in sociology and business administration from Rhodes College in Memphis, TN.


Dave Spencer
Chief Operating Officer
SAP North America
Sessions » Biography »

Dave Spencer’s Sessions

Chief Operating Officer, SAP North America

REACHING NEW BUYERS

New buyers are emerging across industries. How do sales organizations identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver on the Go-To-Customer Mandate.

See the Full Agenda

Dave Spencer’s Bio

Chief Operating Officer, SAP North America

As chief operating officer, Dave Spencer is responsible for the development and consistent execution of SAP’s goto-market and sales strategies for all industries and across the entire product portfolio. He is also accountable for keeping a driving force behind SAP’s increased market share for the company’s fast-growing cloud business.

Since joining SAP in 2006, Dave has held several management and executive leadership sales roles. Most recently, he was the managing director for the East region of SAP North America, and before that was its chief operating officer.

Previously, Dave was global vice president of sales for SAP’s cloud organization, overseeing the go-to-market
activities for the Customer, Money, and SAP® Business ByDesign® field sales teams; and the vice president of SAP Strategic Customer Program (formerly SAP Premier Customer Network) in the northeast, successfully managing and developing top-performing account teams responsible for some of SAP’s largest customers. He has also served as a global account executive, and began his SAP career with the professional services team, generating software sales with new and existing customers.

Before joining SAP, Dave held several senior sales leadership positions at companies such as Ruesch International (acquired by Travelex), Gelco Information Network (acquired by Concur), and Moore Business Forms & Systems.

Dave graduated from Guilford College in Greensboro, North Carolina, with a bachelor of science degree.


Chris Suhoza
VP, Global Sales Operations
FedEx
Sessions » Biography »

Chris Suhoza’s Sessions

VP, Global Sales Operations, FedEx

The Front Line Sales Manager as Field General: Turning Strategy Into Action

Alexander Group and Columbia Business School will offer insights from research on the changing role of the front line sales manager, increasingly critical in a customer-centric world. Learn about the tools and actions that will help FLSMs lead the transformation from selling things to delivering value.

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Chris Suhoza’s Bio

VP, Global Sales Operations, FedEx

Bio forthcoming


John Zehren
VP of Sales
Medtronic
Sessions » Biography »

John Zehren’s Sessions

VP of Sales, Medtronic

HALLMARKS OF TODAY’S HIGH PERFORMANCE SALES ORGANIZATIONS

Learn where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments. Identify opportunities to align your sales, marketing and service resources to effectively unlock revenue potential.

See the Full Agenda

John Zehren’s Bio

VP of Sales, Medtronic

John Zehren has spent the last 20 years in the medical device industry leading successful organizations to reach aspirational goals. Most recently, an executive at Medtronic heading up the Americas Neurovascular sales division where he has implemented an award winning culture of innovation that has resulted in accelerating sales growth rates over baseline, year after year. Additionally, John is a senior member of the Medtronic Neurovascular Management Board which oversees corporate strategy, portfolio management and the company’s high performance management systems.

A strong leadership style and a combination of commercial effectiveness programs, John has created and implemented sales force expansions, accelerated training methods, and a winning performance management culture that have pushed growth rates well above the market. Instituting innovation and science with the manager’s high performance coaching has proved to be a valuable systme to increase productivity.

Prior to Medtronic (formerly Covidien), John was an executive at Edwards Lifesciences, heading up the sales and marketing division of Cardiac Surgery Systems as the VP of Sales and Marketing. The division over-achieved sales targets 19/20 quarters under John’s commercial leadership and performance culture.

John brings a visionary and inspirational dimension to his leadership role, pushing forward innovative business models and techniques that lead to faster goal attainment and exceeding expectations. John has a love for music and teambuilding, is an active surfer, and loves to be the spark for something great.


Sheela Zemlin
GM & Global VP of SaaS Business Unit
TIBCO Software
Sessions » Biography »

Sheela Zemlin’s Sessions

GM & Global VP of SaaS Business Unit, Tibco Software

HARNESSING THE DIGITAL SALES PHENOMENON

Learn how other companies are harnessing digital sales to better serve customers, across segments—before, during and after the sale. This discussion will examine where digital sales is making an impact and how impact and how revenue leaders build, expand and transform digital sales organizations.

See the Full Agenda

Sheela Zemlin’s Bio

GM & Global VP of SaaS Business Unit, Tibco Software

With more than 15 years of experience in business and technology leadership roles, Sheela Zemlin leads TIBCO Software’s SaaS sales and customer organizations as its GM and Global Vice President, High Velocity. Her organization is comprised of business development, sales, customer success, and renewals teams for the company’s subscription software products.

TIBCO Software provides integration, analytics and event-processing software for companies to use on-premises or as part of cloud computing environments. This software manages information, decisions, processes and applications for thousands of customers throughout the globe.

Prior to TIBCO, Sheela led all revenue functions as the SVP of Sales and Customer Success at Bill.com, the industry leader in B2B billing and payments automation. Earlier in her career, she managed sales strategy and operations, corporate strategy, and business development teams at Taleo, Oracle and LexisNexis.

Zemlin holds an M.B.A. from Harvard Business School and a Bachelor’s degree in business from Michigan State University.